Merchant Magazine - December 1993

Some say there's strength in numbers In this case, the number is two. COMPLY Sturd-l-Floor and l-Beams. Both are engineered to offer better performance. When used together, they create a system of flooring that's virtually unbeatable.

COMPLY Sturd-l-Floor is a solid-core 5-plv panel produced from three layers of veneer and only the highest quality wood fiber Which in turn creates one of the stiffest panel products available. What does that mean to Mr. and Mrs. homeowner? It means a stiffer, less springy floor. What does it mean to you? Fewer call-backs. And with a bigger choice of loist span options, you could save time and monev on materials.

When you stop to think how important the flooring is, it's nice to know that when you put down COMPLY Sturd-l-Floor, you're putting down the best.

For more information on COMpLy or a copy of our warranty, write to Oregon Strand Board Company, 34363 Lake Creek Drive, Brownsville, OR 97327. Or call (i03\ 466-5t77. tn the wesrern states call | -800-133-337 4.

/-IORECON STAND BOARD

Triad's affordable automation solution for the building materials industry

Trust The l,eaden It's no secret why building materials dealers across the country are tuming to Eagle LS. It's the lumber industry's business management solution created and backed by Triad, the nation's number one automation company for your industry. Do you really want to tust your investment t0 anyone else?

Get The Edge. Triad's taken years of automation expertise combined with feedback fiom over 1,000 lumber customers, and packed Eagle LS with everything you need to stay competitive today. How? By helping you manage the flow of your business transactions fiom estimating, pick tickets, special orders, millwork and invoicing to ordering and inventory management. rhe resuit-

inventory management, ir service, and much more.

Ornno " wemakeautomationworkJoryou. -M

Total Customer Service. Any company can sellyou a computer system, but what happens once it's installed? Ea$e LS is backed by national leader Triad, which means total service and education is a given, anywhere in the country. And remember, only Eagle LS is backed by the speed, power and flexibility of the proven Ea$e Series from Triad.

Flexibility

Whatever the size of your busines, Ea$e I5 is right for you. For large single store or multiple yud operations, Triad will work with you on custom data convenions, education and training packages, and software features. Whatever your business size, Triad offers you the options and flexibilify to expand as your business gows. See for yourself

1 922

So. Co. ossociotion nwmbers deeifu to hong in there Theft remains a big problcm for retailers and wholesalers

Retoilerc utorned. they muet improue teehnology ute Ray Nunn installed as president at 77th annual inTexas

Plus Alaska & Hawaii

Serving 1 3 WesteTilStates

ADVERTSING OFFICES

Ad€rtlsirE ratss eon requesl

USA: Alan Wlckslrom, 4500 Campus Dr., Suito 480, Neuvport B€ach, Ca.92660. Telephone (714) 852-1990 FAX 714{524231

CHILE: Charles Hallifax, Av. Americo Vespucio Sur80,9lh lloor, Santhgo, Chils. Tel: (011).562. 208-41 40 FAX 0t 1 - 562.206.091 1

possblo, nsyv address and zb code lo address bebu PoSilASTER S€nd address drarues to The Merchant Magazine, 4500 Camt6 Dr., Ste 480, Nelrpod Beach, Ca. 92660 Tt|EtERcH^l{Tt^GlzIE(UsP-Si9656000)bp!b|bhedmonth|yat4500c8mpUrDt.,sie.{t0'N3tponBoech,ca'9266{l,(714}852.l990,byTheMerchakoaz|m classp0dagBn|espaKlatNgf,0|tBgachqa.'andadditona|pos|ollic8s.|lisanind€pendent|y{wnodpd|ication|orthera||.$obgb maf€h'|n,l3^wgstomstatEs.c.0pyligh|o|993byThgMerhant.y99.azin€'|nc.covelandgnliigconteniser€|u||ypro|gdandm6|mth 8i0n. All Rlglrls Res€il8d. Tho Merchanl MagazirE assum€s m liability lor matsrhb lumbh€d to lt.

Serving the lumber and home center markets in 13 Western StatesSrn ce

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a 50-year projected useful life, and is the FrFSf Fire Retardant Treated Wood with:

fhird Party Kiln Monitoring in addition to U.L, lollow-up service

ED[TORIAL

D.l.Yl business forecasting

Inside this issue some of the top people in our field offer their expert forecast for 1994 and beyond. On this page, we invite everyone to doit-yourself: try your own hand at breaching the veil that hides the future from us.

An obvious starting point is to take today's world and extrapolate it into the future. While helpful, this inevitably neglects the interference of outside forces that can radically change the business environment. So the good forecaster needs !o consider what likely critical future issues affect him or her and the company and then try to guess what developments could affect the forecast.

Technology plays a big role here. Just as the fax has had a major effect upon business practices, so too will interactive technology, we suspecL As it quickens and expands communication at work it's likely to change the way America lives at home. And that means what people buy with their disposable income and how they spend their time could drastically change. All this implies that strong sellers in today's inventory may well fall from favor.

In forecasting the next quarter or the next year, specific goals are achievable. Beyond that, the forecaster needs to challenge conventional thinking, think the unthinkable, be alert to cultural changes in society that, like interactive technology, can turn today's situation upside down. Sometimes the generalist does better in long range forecasting because of the wide scope of knowledge and interest brought to the puzzle. Today's inconsequential factor can quickly become tomorrow's major mountain. The reverse is true and often the change from one to tle other is brief. Though its effects can linger.

Ask yourself, if I were the customer, is there any possible reason, no matter how far-fetched, why I might in five years change my present pattem of buying? If not, why not? Here"s where you need to prod your imagination, intuition, memory and that part of your brain tlat causes you to hear things that go bump in the night.

Many make forecasting an ongoing process, continuously monitoring early waming signs. It's one habit that can put money in your pocket.

Serving the lumber & home center markets in 13 Western stafes-srnce 1922

DAVID CUTLER ed tor- pu bl isher

Partieleboard Knotty

Crezon

Market deia vu

fF YOU are pleased wirh your Ioverall building materials business perfonnance for 1993, you could be pleased at this time next year, judging from key economic indicators. Although some of us might experience a sense of "malket ddjl vu" from tine to time in 1994, the coming year will not be an exact carton copy of 1993.

Demand indicators point toward modest growth in domestic wood markets. We are looking for a slight uptick of about 3Vo n the national economy with continued-productivity.and consumer spending levels that will keep inflation in check. Interest rates might not hold at their surprising current levels, but can be expected to remain stable through the near tefln. For wood markets, all of this pgints _tgy4q h-ousing starts of about 1.4 million units, up about 100,000 from this year. Looking ahead over a fiveyear pgriod, we see housing starts remaining stable and averaging about 1.4 million.

Repair and renodel and nonresidential ssgllt"nts of the wood_products sector will show more accelerated growth over the n€xt year or two, each in the range of l07o gains in expendinrres, before slowing somewhat.

The nation's demand for lumber will grow l-2Vo next year and should average that modest level of increase for the next five-year period. The U.S. appetite for panel products is anticipated to expand ata3Vo rate annuallt.

The volatility that has characterized wood products prices over the last two yea$ will likely remain n 1994.

BUSINESS FORECAST

*-}sffi_

Price forecasts vary dramatically, but we subsoibe !o projections that, on the combined average, prices for lumber an{plywgod will increase by abot4To next year.

Traditional influences upon price, such as economic indicators, weather, inventory levels, seasonality, etc., pale in importance when compared to the impact of log sh-ortages.

In the Northwest, federal government decisions and court injunctions to halt logging and timber management on public forests have pushed timber sales volumes far below the most pessimistic estimates. Federal timber harvests in the five-slate area of the Nonttrwest bave declined by nearly two-thirds over the past 10 years and are expected to drop again to one-half the lggzlevel by 1998. In the interim, many Northwest mills are being sustained by increased purchases of logs from private-non-industrial lands. However, the current rate of harvest on those properties cannot be sustained.

Due to these realities, U.S. lumber demand will outstrip supply by approximately 8 billion board feet within five years. Strucural panel supply will fall2 billion square feet below national needs within that time period. North American wood producing regions other than the Northwest can take up little of that slack because they are growing timber near their level of highest potential.

Viable sources of offshore timber are being explored and, in time, can make up for an as yet undetennined amount of pending shortfall. We also will be seeing wood products taking new forms, such as laminated veneer lumber, str_erching the available timber resources while providing utility and structural strength.

From all indications, the wood products sector will face familiar market conditions in 1994 and continuing challenges to resource supplies. Those who best satiify the customers' needs and who operate efficiently will fare best. Never before have we been so challensed.

Retailer expanslon

w**;ififfi"*ff$,ffffi:Ht*: ket? At the moment, the answer is competition. In recent months headlines have chronicled the growing power of the largest chains. They are expanding beyond metro nwkets into second-tier cities and moving inland from the East and West coasts into the nation's heartland.

As they expand, they face each other in the same markets, where some observers believe they cannot all survive. Some retail companies have left the mafteq others are successfully changing their competitive strategies, finding niches where they can shine against larger competitors.

Yet, as companies expand so does the hardware/home improvement markeL There is room for many retail companies in this $113.4 billion market that is growing almost 77o aleal.

Although the number of store units has essentially stabilized, we still count more than 46,000 home centen, hardware sttres and consumer-oriented lumberyards in the p,rimry hardlines channel of distribution.

The market continues to be dominated by independents. The top 25 chains, with approximately 3,000 store units, hold only 3lVo of the total dollar volume.

The niost recent year for which we have statistics, 1992, proved to be a- relatively strong one for U.S. hardware/home improvement retailers. Housing starts and new home sales, each up neady 20Vo, flenmated hefty sales of lumber and building materials, and sales at home centers and especially lumberyards reflected that denand.

As 1993 draws to a close, all signs point to another strong perforrrance. Despite nonthly ups and downs, the housing market is holding its own. While housing is not the only driver for hardware/home improvement sales, it is a strong one.

As we lmk ahead to 1994, we see trends continuing that

will benefit the home center market. As they grow into middle age, families tend to settle in. The Baby Boom generation is no different. And when they settle in, they imorove and uosrade their homes.

'We see a si6ady trend to more installed sales and demand for professional help with home improvement projects - with consumers calling the shots about products purchased and where. In our view, the home center industry is healthy. Competition makes it so - it sharpens managemen! marketing and merchandising skills and enlarges t[e market for home improvement goods and services.

Aggressive attitude

EORGIA-PACIFIC will continlJue to be an aggressive competitor in the building products industry.

We believe our millwork and specialty centers have tremendous opportunity. Millwork and specialty products, such as moulding, doors, windows and shutters, have grown in popularity with the boom in the

remodeling market and the rebound in housing starts. Housing starts, as reported by the Western Wood Products Association, are expected to be 1.35 million units for 1994, an 87o increase from 1993. There will be a growing need forbuilding materials in 1994.

We willcontinue to introduce new producs in 1994 and beyond. As consumer demand for atlractive, low-maintenance building materials grows, we see significant inoeased demand for vinyl products, particularly vinyl siding.-We also see Eemendous growth potential for engineercd products, such as oriented stJand boar( laminated veneer lumber and wood l-beam joists. The majority of our new

plant facilities on the drawing board will manufacture

tacllltres orawmg Doaro wrll manuracture ihese types of engineered products. From an expanded wcnd T-beam manufacturins oDeration in Ocala. Fl.. to a wood l-beam manufacturing operation Ocala, Fl., new ensineered lumber facilitv at Roxboro, N.C., a new engineered faCility and a new oriented strand board plant at Mt. Hope, W.V., G-P is gearing up to be a major supplier of engineered wood products.

-

In addition to certain structural benefits, these engineered products also conserve our natural resources thrcugh complete utilization of dl parts of the ree. Wood I-beams, for example, which are used primarily as a structural component in roof and floor systems, use 507o less wood fiber than conventional sawn lumber.

Envirorunental concems, in fact, will continue to be on the minds of customers. Georgia-Pacific takes its concern for the environment further than just growing superior trees. In addition to producing commercial timber, our lands provide habitat for many species of wildlife and recreation for nearby residents. Our habitat conservation plan for the endangered red-cockaded woodpecker has been recognizedby the U.S. Fish and Wildlife Service as the potential model for corporate forestry.

I believe we will see cooperation like this with government agencies and environmental groups in the years to come. At the same time, our industry is facing everinoeasing environmental scrutiny and regulatory pressures that are expected to result in increased expenses for protection of endangered species on private timberlands and more strict air and water pollution controls.

Positive about 1994

ErROM Weyerhaeuser' s view-

I' point, the past few years have been excellent for the distribution industry and we're looking at 1994 as another positive year.

We have seen some very significant changes in our building materials distribution business in the '90s. It has experienced a major repositioning the last few years and the business improvement plans laid in place have exceeded our expectations. For example, we strearnlined operations and management to make Oem more responsive to customer needs. In turn, we also reduced overhead and operating costs along with empowering employees to react more quickly and responsively to our customers' needs. Improved customer satisfaction and earnings have followed.

(Please tumto page 14)

af-

Products changing

lies ahead? Wherever I

J u-u g' arouno .oe groDe, peopre

expansions of Inner-Seal OSB plants in0o Venezuela and Ireland where government plantations are plentiful and new industry is encouraged.

is"

il|id;no. -c"n6,aiti ieave iorere-

casting to the economists, relying

instead on common sense to lead me

in the right direction. I am always

Consider next the future for engineered lumber. Today the market for wide dimension lumber is about 5 billioir feet with wood l-joists accounting for about 7Vo. By 2000 we expect 50% of joists sold and used in this counury will be elgineered products. Our third plant is up and ruhning in Nevada and mme plants are on the drawing board.

mindful good times are never as -

good as they seem and bad times can be ftlled wirh winning opporunities. By making the best of bad times, our L-P team has in

the past three years returned 273Vo apge*iation to shareholders. In the first nine months of '93 we've exceeded our prim record breaking full year earnings. We've done it by being resourceful and keeping foremost in mind what our customers are going to need in the fuhre.

We were looking to the fuure when we ooened our frst OSB plant in 1978-with 130 million feet of'capaciry. We were willing to take what others saw as a big risk. Over the past 15 years, thanks to the acceptance of our cus- the past tomers, we've created a whole new industry segment to fill the void created by a diminishing supply of plywood. This year .North -Americgn_ O.SB production- inqreased to nearly i0 billion feet with L-P ac-counting for 34Vo of the totil volume. And we're still growing. We've announced

Prognosis rmprovrng

wf;f3 t,.": ir#t',*iii!'sl

distribution of lumber and building materials? Is the news good or is the industry chronically ill? This is what I see:

(l) Traditional home centers are history. This is not a prediction, but a done deal in Southern Califomia and in other metro areas across the

country. The 25,000-50,000 sq. ft. home center will not survive the onslaught of warehouse stores. In less than l0 years we have lost six well financed home center chains with over 125 stores to the Home Brothers ( Home Depot and HomeBase).

(2) The gross margin percentage at the retail level has fallen and it is not coming back. Why? Gross margin at those defunct home centers was about 357o. At Fome Brothers, it's about 28Vo. Unless you offer dramatically superior service or quality, you muit be close on price tb get the business.

(3) Independents doing substantial business with the professional will focus more tightly on this segment and move away from d-i-y. This is a reversal of what took place in the '70s and eady '80s when independent lumberyards were able to tum to tle d-i-y customer because faditional home centers offered only token resistance. Now those home centers have been replac€d by Home Brothers who have locations, selectioir, pricei and financial resource_s to capture a high percentage of the d-i-y seg- ment. Contractor-oriented dealers who want to sirvive must and will work hard to defend their niche.

We have endured economic decline for three years but

Looking ahead, I'm most excited about FiberBond. Its grglvth witl be even greater than we've experienced in OSB. We're just beginning. Initial acceptance of underlayment indicates the flooring business has been waiting for an alternative to lauan plywood. We're well equipped to meet fu0rre demands of supply, perforrrance and environmental sensitivity. FiberBond structural exterior sheathing, with the advantage of a fire rating, has just entered the narketplace, and our interior fiber gypsum panels hav_e found a niche wherever superior strength is needed. Nature Guard cellulose insulation, fiber-cement roof shakes, a whole family of products made using our most plentiful resources - old newspapers, residues of other manufacturing processes and renewable plantation wood - mean futue opportunity for customers.

When our new hish friends sent us off recently with the familiar blessing, "nay the wind be always at yorir baclg" I was reminded of New York Knicks coach Pat Rilev's remark to a group of builders last year: "Winners don't wait for the wind at their backs, but cherish the challenge of wind in their faces."

good news is starting to emerge. We're not on the verge of prosperity - 1994 is not going to be like the late '80s. But we have identified one of our underlying problems - high real estate prices.

Since 1989, residential real estate prices are down about 25Vo and commercial and industrial prices in some instances have dropped close to 50Vo. If we iue to strrt job growth again, it is imperative that our real estate prices be competitive with other U.S. mefo areas. Why should a business pay more to locate here than in Seattle or Denver or Dallas? And have to pay its worken more because of housing costs? Businesses will not settle where real estate isn't competitive.

What does this mean to those of us in the lumber and building mat€rial business? The bad news is the real estate in our businesses isn't worth what it was five years ago. Thc good news is lower real es0ate prices will mirke it possible for the building industry to provide houses thaf the majority of the people can afford and that's where we come in. We provide the sticks that make it happen.

Retail

4Vo to 5Vo growth next year, reaching a total of $125 billion. We expect growth in both consumer and professional categories, with consumer sales representing 213 of the total and product sales to professional customers the other 1/3.

While the overall market will

TTFIAT

o"v flarticutarty

a o"* y"",

grow, increases will not be even throughout the country. 1994 will be a regional versus a national housing market with some states showing strong growth. Texas and Colorado will continue to recover because of pent-up demand after several years of depressed housing. The South" Northwest and California will probably remain slow and highly competitive due to the concentration of military and aviation indusries and job uncertainty in those areas.

Our optimism is centered on the fact that construction of new homes and apartnents hit a 3-ll2 year high in the fall. This is prinarily due to mortgage rates bing at their lowest level in the last generation. We are also seeing consistent nonthly increases in building permit applications, which suggests more construction activity in the months ahead. The National Association of Home Builden recently reported that over 60Vo of. its members expect sales increases over the next six months.

Not all retailers will increase or even maintain their existing market share in the yers to come. In addition to economic factors, store expansion by several national and regional home improvement retailers hes and will continue to outstrip the projected overall home improvement sales

B.O.J.l.n.g year ahead

EIONDERING the present_upturn

I is in a sense boring. Growth rates of 2Vo to 3Vo arc incredible stuff from the perspective of when close to zero was the norm, but insignificant in the context of other postwar business cycles.

Employrnent numbers have been crawling up from their slide and the Anerican job machine of the 1980s is a distant, politically incorrect memory. The direction, however, is up.

Beneath slow growth is a seething caldron of activity. Daily we are greeted with headlines of change - downsizing at IBM and Woolworth, closures of military bases and curtailnents at defense contractors. Less publicized ue expansions of Wd-Mart and Dell and rebouttding forunes for much of the U.S. auto industry. The potential of change in the comnunications industry is only hinted at when we consider the Bell Atlantic-TCl m€rger and linkup of ATTandMcCaw.

This may be Joseph Schumpeter's process of "creative desEuction" penonified. That is, it will generate employment and aaivity in areas not dreaned about.

The ongoing refmancing orgy continues for fimts and individuals, with some back the second or third time. This is helping to ease the debt overhang of the 1980s and boost housing affordability to levels not seen in decades.

Inflation, the scourge of the late 1960s and 1970s, has, at least temporarily, been brought down to levels someone who went into a coma in the Eisenhower or Kennedy administrations would be comfortable with upon awakening. (How many of us in the late 1970s would have believed an inflation rate below 37o and 30 year mortgages below 6%?) In a low inflation environrtent, born again cost cutt€rs are woking to boost productivity. Assuming this continues, it will help set the stage for stronger income cfowth.

- Moving into 1994, another year of low inflation and relatively slow growth seems in the cards. Fiscal policy has turned more restrictive with tax increases and slower

increase. Retailers as well as contractor-oriented businesses will need to find ways to improve their efficiency to withstand the aggressive competition moving into markets across the united States.

The number one key to future growth is the development of a strategic plan that focuses on local business conditions including employment levels, competition, areas of competency, and the needs of the community. Time will be the currency of the 1990s and successful retailers must better service the needs of their customer base. This suggests providing a high value equation including a combination of the shopping experience, trust and perceived product cosL Those rerrilers best able to meet these new customer demands will be the winners in the years ahead.

It will be more important than ever that retailers market their stores through effective signage, both ouside and inside the store, making crystal clear statements which communicate the store's position in the market to its customer base. In the end, bigger will not necessarily be better and the retailers who best service their customers' needs will experience higher than average growth and be "the competition" in their market.

spending growth. This will danpen growth. Defense cuts are not over, but the four-year decline in interest rates will help support housing, business investment and some consumer durables spending. Low inventories will stimulate production and declines in interest rates overseas suggest 1994 will be better in Western Europe and Japan.

Empty buildings are slowly filling. Wrenching changes in corporate America's defense section will allow resources to move to other uses. Transitions while difficult and painful are America's srength - the ability to reorient and change. The risk is policy makers will kill flexibility via regulatory fiat or bursts of protectionism.

For 1994 a pair of threes would not seem an unrer$onable forecast - neu 3Vo on both inflation and growth. The interest rate decline is probably history, as they will likely bounce around before short term rates slowly rise. Modest growth and inflation could be "Geritol" for expansion, allowing it to continue at least through mid-decade.

Excitement in 1994 may well be in the policy arena as efforts to change the medical system continue and tottering progress towards additional reductions in global trade barriers hopefully is invigorated.

3 R's: Remodeling

rebound, recovery

TFOTAL home improvement prod- I ucts sales are projected to increase 6.57o lo reach $145.1billion in 1997, reflecting the improved long-run outlook for interest rates, housing market activity and consumer spending.

Consumer market sales of home improvement products afe expected to grow by more than 8Vo in 1994, outpacing total retail

sales growth. A rebound in lawn and garden equipment sales and continued strong growth of lumber and building

(Please tum to page 26)

Good year for housing

wHfd"yHgt![3"fi?t?Tid

single family home market, a rebound in the multifamily sector, and mortgage interest rates lingering at or below l%o,1994 will be a good year for housing.

Although 1993 was weaker than expected, housing starts and new home sales picked up during the second half. we expect that momentum to continue into 1994.

However, we don't expect any sEong surge in economic activity. Instead, the economy will move along at a growth rate of abott 2.57o annually for the next couple of years, just enough to gradually reduce the nation's unemployment rate. Poor consumer confidence is one factor holding growth back. hdeed, the job outlook is foremost on people's minds and, unfortunately,,highly publicized plant closings and co'rporate layoffs continue. This job picture makes people anxious about their own futures.

FornmaEly, continued low interest rates will help offset poor consumer confidence and support the economy's interest-sensitive sectors. Rates should stav at or below 7Vo on30-year fixed-rate mortgages thrcugh i994.

Low mortgage rates will continue to allow many people to move out of rental accomnodations and into their first homes. This trend is one factor that will fuel housing pro-

lndustry will grow

duction next year. We expect housing starts to rise in 1994 and again in 195. Our projection is for 1.37 million starts in 1994, up from 1.253 million in 1993. In 1995, we expect to scart 1.41 million new housing units. Singlefamily housing starts will rival levels set during the boom years of the 1980s. Single-family production should reach a peak of 1.165 million n 1994. That's substantially more than the 850,000 begun in 1991 at the depth of the recession, and the most since 1986.

Total starts look weak in comparison to historic numbers because nultifamily production has fallen to historically low levels, from 669,000 units in 1985 to about 160,000 this year. The multifanily market has bottomed out, however, and should improve o about 202,000 next year and to V17,000 in 1995. The increase can be atributed primarily to the recent extension of the Low-Income Housing Tax Credit, which supports the production of about 60,000 rental units a year.

The remodeling market is another seclor of the housing industry that will enjoy further growth in 1994. Homeowners who have decided to stay in their homes rather than move are taking advantage of today's low interest rates by refinancing or taking out home equity loans to finance improvement projects. The remodeling market should reach arecord $120 billion in 1994, up from $113.9 billion this year. Next year's figure includes $55.9 billion in maintenance and $65 billion in improvements, additions, alterations and major replacements.

There are major unlcrowns in the picture next year, like the effecb of health care reform and availability and price of lumber. Overall, we expect the housing industry to remain one of the healthiest sectors of the economv through 1994.

global or domestic economies, our crystal ball time should be devoted to market share.

that time of year again. IEveryone

fT'S

looks into that elusive crystal ball and tries to predict the events ttrat await them in the next business year. And every year, it seems, the crystal ball gets just a little more cloudy. The variables tlat could come into play are beginning to overshadow a clear view of the future for our industry.

Just a few of these would be environmental issues. consumer confidence and govemment regulations. We would also be remiss if we did not take into consideration the regional factor. Certainly areas hard hit by the economy, like C-aliforni4 have their own idiosyncrasies. Conversely, other regions in the country such as the Northeast are truly on the rise. And how long has it been since we heard about the woes in Texas?

According to Dunn and BradstreeL only 107o of businesses fail due to industry wealmess. If you look at the long-tenn projections, our industry will grow in total dollars from $100 billion n 1992 to $171 billion in the vear 2000. This is a growth of approximately 7qo per year. This along with the potential of low interest rates should offer a soli4 but not stellar, 1994.

Now more than ever, however, we need to talk about mrket share. The economic outlook tu 1994 and bevond is strong, but what about the independent hardware oriumber/building material retailer? Baning any catastrophes in

Again, l%o is what many feel the growth rate will be for 1994. What will your ma*et share be? Higher or lower? The forces of competition are sftonger than ever. My point is that it is as relevant today to predict how the pie will be cut up ils it is to look at the size of the pie.

For example, with the demise of Builders Emporium in Southern California the pie stayed the same, but there is now $500,000,000 up for grabs in market share. Similarly, other areas of the country could offer market share opportunities for the independent.

Housing stafis and forest products regulations are oitical to our industry. No one would argue with thal But a plan and an attitude to gain market share is part of a winning formula that can make the crystal ball a little clearer.

60/o gain for single family units

onstruction of single family \Zhousing is one of the predicted leaders for 1994. With a strong array of positives - geography, steady demographic supporq low mortgage rates and improving consumer confidence - single family housing will rise 6Vo rn 1994 to 1,050,000 units.

(Please turnto page 14)

The lumber, hardware, and home center industry was built on the use of tools which man invented to improve the qualiU of life. The hammer, the screwdriver, the paintbrush built businesses. And the busrness of selling lumber and hardgoods prospered.

Today, there is atool designedspecifically to help the lumber and hardware dealer keep pace in a rapidly changing business environment. Computer software.

The Gemini LHSystem willlead you from point of sale to your profit and loss statement. Complete and interactive software to meet your every need. To receive more information, or our new video, call SN-42-7770 and ask for Extension 426.

Slow time for growth

ATIONAL economic factors

Il will bolster demand for lumber and building products in 1994.

Restrictions on timber supplies from federal lands will, however, keep lumber prices high.

Econmric recovery will continue, with moderate real GDP growth of about 3.07o. Fimrs will remain cautious in adding to payrolls, especial- ly in light of concerns about health care costs. Employment growth will average about 150,000 jobs per month, allowing the unemployment rate to drift slowly downward.

As the national recovery moves into its fourth year (the upturn began March 1991), consumer confidence should be sufficient to support hrgher sales of both new and existing home-s- With inflation averaging a comparatively benign 3.07o, interest rates should remain at moderate levels, with 3O-year, fixed-rate mortgages well under 7,5Vo at the end of 1994.

Whereas much of the mortgage market ftenzy during the past two years involved refinancing, 1994 activity will entail home purchase. Mortgage rate declines and price easing have improved housing affordability. Irnders have plenty of funds for mortgage financing.

Banks' willingness to make home equity loans will support significant repair and remodeling, a Eend strengthened by 607o of U.S. homes being over 22 years old.

As home sales move o higher levels, unsold inventories will diminish. Builders will respond to both lower inventories and greate,r availability of financing. While lenders will apply tight€r credit standards and impose tougher con-

Positive About 1994

(Continrcdfrom page 9)

For the upcoming years, we have some very aggressive and sfarcgic changes planned in the fomr of expanded customer services, new products, new markets and physical and geographical expansion. This type of visionary approach and initiative will be required in the future of ail distributors if they re to be succ€ssful.

Although we look forward to very positive results in the distribution of buil4ng materials, we also see some very major challenges. Expansion in technology, markets and new products will require distributors to look for additional papital to fund these investurents. The challenge will be to balance the investment needed to captue growth in maturing narkets with that needed to improve value-added services. To ensure an adequate return on their investment, distributors will need to achieve higher productivity.

As we look forward, there will be closer working relationships between the customer base and distribution with advancenents in technology, electronic data interchange and UPC bar coding. These improvements will provide t[e entire industry real-time infonnation and cost-savings in the future.

A,nothgr challenge for distributors will be improving r"1"1i6nships with their sources of supply. For disdbutors that market wood products, closer supplier relationships will be critical to ensure a steady flow of materials. If

ditions (such as requiring more equity) than during the 1980s, they will reuirn olonstruction'financing. p,ining all these factors together, we expoct housing starts to reach 1.33 million units in 1994, ap from abour 1.25 million units in 1993.

With some imporAnt exceptions, the West is generally outperfonning the rest of the nation. California remains mired in recession with an upturn in employment not expected until late 1994. Nonetheless, home building appgars to be botroming oul After reaching their lowest level since 1982, housing pennits are likely to leap about 30Vo in 1994 to a total of 115,000 units. -Highei priced homes in the coasal regions could face further price erosion, discouraging owners from selling, but sales of moderately prices homes ($300,000 and below) should increase. The 1993 fires will support strong pockets of rebuilding.

Repair & remodeling activity and new home construction account for about two-thirds of softwood lumber consumption. An upturn in California demand will have important effects on the lumber and wood products industry. Accouting for almost 33Vo of all lumber shipments in the West in 190, California's share fell to 27 Eo in the frst halfof 1993.

Outside of Californi4 the weakest westem region during 19,4 will be Seacle. Eastern Washington will still be quite healthy, -but overall housing permits are likely to be down about 10%. Colorado's boom, driven by infrastructure building such as the new airpo4 will end in 1994. Although a "soft landing" is probable, housing perrrits are likely to drop after soaring in the past two years. Most ottrer western states will post gains in housing construction, supported by sizable population grbwth and respoctable increases in jobs. Overall western housing permits are likely to clinb 9-107o compared with 6-7Vo ii the rest of the nation.

Timber supply restrictions will continue to threaten profit margins of lumber and wood product wholesalers and retailers.

housing starts meet their 1994 projections of 1.3-1.4 million units, there will be increased pressure on timber supplies and wood product availability and pricing will again be dramatically affected.

Raw material will continue to affect product availability. With large log inventories decreasing, the transition from solid-sawn lumber to engineered products is accelerating. As a result, engineered products are a key emphasis for the'90s in our disribution business.

From Weyerhaeuser's perspective, we're positive about not only the future of our distribution business, but the erttire building naterials distribution industry as a whole. Obviously there are some real challenges ahead, but we look forward to meeting them and exceeding our customers' expectations.

60/o Single Unit Gain

(Continued from page I 2)

In effect" the growth expected during the fint stage of a construction recovery is being stretched over three years. The regional pattern for 1994 is expected to be similar to what is taking place this year. The strongest gain will be

(Please turn to page 26)

EDI: a boon for retailers and wholesalers

OH{Tffi?:TJ$:ffi;

Wthout EDI

customer service and costs that hold the line. Interchange, which can whittle a retailer's ordering process down to a few simple procedures, is not in wider use.

Only large retail operations are currently using EDI to send purchase orders to wholesalers and receive invoices from their primary wholesale suppliers,

enwre

although the system can help a retailer to improve inventory management and eliminate unnecessary paperwork

Story at a Glance

Ways retallers and wholesalers can benefit from Electonic Data Interchange ... better inventory management, improved cash management, elimination of paPerwork and redundant data entry. and redundant data entry. However, as a study of the flow charts accompanying this article will show, the system could work for most retailen.

While the retailerbenefits the most from EDI, the wholesaler also gains. In the long run, the wholesaler re$rns these gains to the retailer with befier

"An order that took two hours for

us to process now takes 10 minutes," says Alan Kirk, OrePac Building Products, Wilsonville, Or. He feels the faster order entry and proces sing help to reduce the overall cost of servicing a large account.

"We had to implement EDI for one customer, but we'd like to do it for more," says Don Klein,

Grand Rapids Sash and Door, Grand Rapids, Mi. His company's direct, per transaction costs of EDI versus forms, postage and handling are a wash. "Basically we break even on EDI," he observes. The cost of EDI is no more than the cost of paper billing, so the benefits of reduced data entry and customer service are a bonus.

In addition to reducing inventory and cutting overhead by shortening the delivery cycle, EDI can benefit a retailer's cash management by eliminating paperwork. Retailers receive invoices directly into their computers, remit via wire transfer and send remittance reports back for cash posting. The wholesaler also benefits with no invoices to handle and no check to get "lost in the rnil."

Despite the advantages, a retailer who wants to transact with its

vendors via EDI may need to force the supplier to provide it. One Southeast distributor says, "We'll go to EDI when the retailers we sell require iL"

Transmits lnvoice and Receives Remllance Advice.

tl,lholeaaler Yrints lnvolce \

V'lholesaler Keceives ?O,,

lumber growthEngineered

IIEFYING recession, a weak housUing industry and restrictions on timb€r harvests, the use of engineered lumber products continues to grow.

consumption of laminated veneer lumber (LVL) has grown 87o in Oe last two years; parallel srand lumber (PSL), 44%oi wood I-bearns, 47Vo, and parallel chord trusses, 104o, George Carter & Affiliates (GC&A) points out in its second and latest major study of market size and growth for engineered lumber products. Only glulam beams felt the effects of the recession, falling l9%o in usage.

Story at a Glance

Engineered lumber use fonecast to grow from 307o to 140o/o depending on product ... survey finds lack of knowledge is big deterrent to use.

Total consumption has now reached 690 million linear feet (1314'xlT' basis). Since some products are nomrally reported on a cubic foot basis, figures have been converted to linear feet for direct comparisons. "And remember, this (growth) occurred during a period when housing stars in the United States rose less Ihan l%o and starts in Canada actually fell over l0%o," George M. Carter points out.

As the level of environmental consciousness increased steadily during the 1980s and took off in the '90s, the availability of wood resources, primarily large dimension, old-growth timber, continued to shrink, forcing wood product manufacturers !o examine their manufacturing operations. Pressure from the conservation movement has curtailed the cutting of oldgrowth timber in particular, but "even

without these pressures, the supply of standing timber capable of producing large dimension lumber is becoming ever more scarce," the Oradell, N.J., researcher notes.

In the slowly recovering new housing market and burgeoning repair and remodeling market, demand for wood building products keeps growing. Bigger, open, airy rooms with large clear spans are clearly the trend in single family construction. Indications are that this will continue into the next century, Carter forecasts.

As the current recovery gains momentum, a strong movement to utilize low interest loans to fix up existing homes is expected to spur the repair and remodeling market.

Recovery from Hurricane Andrew, the "Noreaster of '92" in the Northeast and a variety of tornadoes in the South last year will further the demand for wood building materials. Additional market growth also will be realized as rebuilding begins following the flooding along the Mississippi River and the fires in California this year.

Carter has updated his frst analysis of production and use of engineered lumber products in the United States and Canada with current research. Responses from over 2,500 additional respondents have been used to supplement infonnation gathered from over 3,500 building material retailers, architects, builders, truss manufacturers and producers of mobile homes in the earlier study.

In updating the data base, researchers learned many retailers and builders still have little or no knowledge of engineered lumber products and that distribution is still too limited for them to take advantage of the potential that appears to exist.

Despite these negatives, growth has occurred since the original study was completed three years ago.

Current responses to phone and personal contacts show the following changes:

RETAILERS

807o selling LVL, up from 55Vo. 877o selling wood I-beams, up from58Vo.

BUILDERS

77.34o using engineered lumber products, up from 37.SVo.

72.8Vo using LVL, up from 43.2Vo. 63.9Vo using wood I-beams, up from49.4Vo.

15.SVo with cost concerns, down ftom26.8Vo.

27.47o lack of knowledge is the biggest deterrent to use of engineered lumber products.

ARCIIITECTS

737o specifying LVL, up from 54Vo.

697o specifying wood I-beams, up from65Vo.

Basing theil outlook for engineered lumber products on a conservative housing forecast averaging about 1.3 million housing starts annually in the U.S. and 155,000 in Canada by the year 2000, GC&A ppdicts:

O L,YL use will grow about l37Vo to 285 million linear feet.

O Glulam beam use will rise about 307o to around 150 million linear feet.

O Wood I-beam use will rise nearly l40%o so 530 million linear feet by the year 2000.

O Parallel chord truss use will edee up amodest32Vo.

The report concludes there are ttrree deterrents !o sales of engineered lumber products: (l) customers not requesting them; (2) lack of knowledge on the part ofretailers, architects and builders, and (3) cosf

ROOMS AT THE TOP STAND I ,2OO FEET ABOVE THE PACIFIC ON CHEMONITE POLES

Eorbes FYI called it, "A Shangri-la I 'for the '90's." the New YorkTimes proclai ms it, "spectacular...environmentally correct," and it is packing in Hollywood celebrities and guests from around the globe. It's the new Post Ranch Inn in Big Sur, California.

Developed on abluff 1,200 feet above the Big Sur coastline, the Inn is situated amid some of the most environmentally sensitive and striking scenery in the world. Building restrictions were so tight that it had to be a one-of-a-kind project - and it is.

Architect Mickey Muennig, internationallyrenowned forhis ability to merge the natural beauty of landscape with the functional elements of structure, spent days camping on the site recording the routes of each tree root and the angle of each slope.

Muennig designed the Inn's 30 guest rooms, most of them free standing, so that guests could feel a part of nature, not merely be observers of it.

In order to build in the dense coastal forest without disturbing the trees, Muennig designed angular treehouses built a full story above ground level on Chemonite treated poles. Not only did this satisfy his objective ofleaving natu-

ral landscape and root systems undisturbed, butthetreehouses' elevation also provides enhanced views eastward to the mountains and westward to the Pacific Ocean.

Indeed the environment topped the list of government regulators' concerns in the Big Sur area too. Here, time required to garner commercial building permits is often measured in terms of decades, not years. Yet the Post Ranch Inn was the first resort to meet the stringent standards of the Big SurLand Use Plan, and it gained approval with virtually no opposition.

Construction costs for the Post Ranch Inn's 2l buildings, which include 30 guest units, two lodges, a restaurant and quarters for 20 employees. were $7 million, bringing total project costs to $10 million. Room rates range from $250 to $500 per night.

Below grade on the project's western slope, units have been built into the hillside following the ground's natural contours. Some have sod roofs on which native Monterey Peninsula grasses grow. For these units, Chemonite treated plywood and dimensional lumberwere used to protect against termites and rot.

Muennig says in keeping with his life-long commitment to environmental design, he selected Chemonite to provide a durable wood that was, "as environmentally safe as possible."

PRESSUR.E TR.EAITIENT of DOUOTAS FIR

CCA IREATTEIIT "TO RETUSAI''.

Efforts to protect Douglas fir lumber with CCA pressure treatment practices have usually proven unsuccessful. Because there have been instances of structure failure*, local and state building officials are on the lookout for insufficiently treated Douglas fir lumber resulting from misinterpretations of the AWPA standards.

*lnformation onfile at J.H. Baxter & Co.

Chemonite is the registered trade name for Ammoniacal Copper Zinc Arsenate (ACZA).It was initially formulated at the University of California in the 1920's, and developed for commercial use inthe 1940's, byJ.H. Baxter, a California corporation with timber holdings and treating plants in California, Oregon, and Washington. They continue to hold the product's license today. Chemonite-treated wood has maintained its structural integrity for over 50 years, with no reported removal due to failure.

C II ETO]I IIE TREATTEIITChemonite (ACZA) waterborne pressure treatment can penetrate Douglas fir and other hard-to-treat species to assure compliance with AWPA standards. Avoid purchasing treated wood that does not meet established industry standards. For the name of your nearest source of Chemonite treated wood. call (415) 513-331 I PO Box 4215, Foster City, CA 94404

CHETONITE' TREATTElIT

Douglas fir 2" x 4" treated to LP-22 specif ications wiih Chsmonlle (ACZA)

ccA TREATTIEIIT

Oouglas fir 2" x 4" treatment with CCA solution

Orchard Supply Hardware Stores Corp., San Jose, Ca., is acquiring nine former Builders Emporium stores in So. Ca. (see story p. 22) Knoll Lumber & Hardware, Woodinville, Wa., purchased Pioneer Building Centers units in Monroe and Snohomish, Wa., extending operations to six locations

Moscow Building Supply, Moscow, Id., celebrated completion of a remodel and expansion with a customer appreciation barbecue ... Chinook lamber Co. added a third store in Snohomish, Wa., [o its Clear View and North Bend. Wa., locations, Eric Fritch owner ...

HomeBase, Inc., relocated Fullerton, Ca., corporate headquarters to nearby lrvine; parent Waban /nc", Natick, Ma., plans to close eight HomeBase operatsons in fhe Midwest, selling five Chicago, Il., stores to Home Depot, and close or relocate approximately 16 yetto-be-determined stores

Copeland Lumber Yards Inc. moved its Minden, Nv., yard to a larger Gardnerville, Nv., location BMC Wesi, Boise, Id., is retaining the name and personnel of Poulsen's Inc., Great Falls, Mt.. acquired Nov. I ...

Dixieline Lumber, San Diego, Ca., is expanding its Sports Arena Blvd. store and planning to replace a National City, Ca., store next year when the truss manufacturing located on the site is moved to the newly acquired former Westent Lumber contractor div. and lumber mill property on Tidelands Ave. (see story p. 32) ...

Home Depot has new Murrieta, Fresno, Clovis, Mission Vieio, Salinas and Campbell, Ca. stor-es, with Seattle and Olympia, Wa., locations under development

Anniversaries: Benjamin Obdyke Inc., t25th; Western Building Material Association, 90rh; Detta wo<rdworking tools, 75th; American Plywood Association, 6}th:. lane Plywood, Inc., Eugene. Or., 4f st and HomeBase,Irvine, Ca., lOrh...

Georgia-Pacific Corp. will begin site preparation in May, 1994, for a new sawmill in Coos Bav. Or. ... Resource Recovery Group, Toledo, Or., has begun production at ils new stud mill

Disdero Lumber, Portland, Or., is operating KD Cedar, Hayward, Ca., as a div. ... Crown Pacific has linalized purchase of DAW"Forest Products andW-I Forest Produtts, closed its Lake Oswego, 0r., offices and consolidated sales at CP Hq.,Portland, Or. -..

Louisiana-P ac ific Corp. plans to reopen its Willits, Ca., sawmill March, 1994, its Cloverdale, Ca., mfg. plant and Cloverdale sawmill in mid or late 1994 ... Weyerhaeuser Co. will cut a third of its Cottage Grove, Or., sawmill employees, laying off 70 Jan. 6

After 28 yers, Selma Treating Co., Selma, Ct., is closing its plant; sister co. Nevada Wood Preserving, Silver Springs, Nv., remains in operation

P rendiv il le I ndus trie s,parent of Ryan Forest Products and Prendiville Wood Preservers, has acquirecJ Caliguri Woodworking and will operate it as Joiner Millwork, Winnepcg, Manitoba, Canada

Thunderbird Moulding Ca., Sacramento, Ca., has purchased G e orgia- P ac ific's Cottonwood, Ca., moulding plant, Bill Comer, mill mgr. ...

Vision Hardware Group, Co-

The Merchant Magazine

lumbus, Oh., parent of Mc-GuireNichols, City of Commerce, Ca., and VSI Fasteners, Stanton, Ca., and Phoenix, Az., plans a merger with an affiliate of TCW Group of Companies...

Universal Forest P roducts, Grand Rapids, Mi., made an initial public offering of 5,000,000 shares of common stock at $7 per share...

Georg i a- P ac ific acquired ma- jority ownership of G-P Flakeboard Ltd., a company formed with Flakeboard Co. Ltd. to purchase assets of CombiBoard Limited P artne rship, Bancroft, Ontario, Canada, production to begin in the spring ...

Simpson Strong-Tie has moved its Hq. fiom San Leandro, Ca,, to Pleasanton, Ca. ,.. R&K Building Supplies, Mesa, Az., is expanding door production by 307o and moving into the design and development of floor tfuss systems

Duo-Fast Northwest md Sourhwest Divisiorrs combined Dec. l , creating Pacific Sales & Service Djy., Vancouver, Wa" ... Summervill e P |yw ood, Hawthorne, Ca-, has acquired certain assets of now-closcd Plywood & Veneer World, City of Commerce, Ca. ...

Armstrong, Heritage, Waverly and Wilsondrt formed an intercompany consortium to promote coordinated products ABT Building Products Co4p. expects t0 acquire substantially all the assets of Canadian Pactfic Forest Products Limited's Canexel Hardboard Diy., East River. Nova Scotia" Canada, by the end of the year Hardware Wholesalers 1nc., unveiled a new Do-it Express retail design program "..

Housing starts for Oct. (latest figs.) were up 2.77o to an annually adjusted rate of 1,396,000 ... single family starts rose 5.87o; multis dropped 20Vo ... permits increased 7.8Vo ... starts in the West fell 2.4Vo ... I)ave Seiders, National A,ssociation of Home Builders chief economist, said the healthv october gain suggests that the economy will experience "surprisingly.good fourth-quarter growth rates."

MOKELUMNE RIVER FOREST PRODUCTS

wishesyou a Happy Holiday Season

]ohn Diederich

Gordon Roby

RandyCollins

TomMurdoch

Ed Gale

(2091367-1265

Fax2M-367-1442

P.O.Box2755, Lodi, CA 95241-2755

CALENDAR

DECEMBER

San Dlego Hoo-Hoo Club - Dec. 9, initiation, San Diego, Ca.

Portland Wholesale Lumber Assoclation - Dec. 10, annual Cbristrnas party, Red Lion Inn-Lloyd Center, Portland, Or.

North Cascade Hoo-Hoo Club - Dec. 14, Christmas party, Everett Golf Club, Everet! Wa.

Tacoma-Olympla Hoo-Hoo Club - Dec. 14, Christnas party & ladies night, Tacom4 Wa.

Spokane Hoo-Hoo Club - Dec. 16, meeting, Spokane, Wa,

Phoenlx Hoo-Hoo Club - Dec. 21, golf & dinner, Westem Skies Golf Resort Gilbert, Az.

JAI{UARY

TacomaOlympla Hm-Hoo Club - Jan. 4, sports nigbt, Tacoma, Wa.

Hardware Wholesalers Inc. - Jan.7-8, winter building products market Walt Disney World Dolphin Hotel, Orlando, Fl.

Seattle Hoo-Hoo Club - Jan. 11, crab feed, initiation & past presidents'nite, Franco's, Union [:ke, Seat0e, Wa.

Coast to Coast - Jan. 11-14, merchandise meeting, Sands Expo Center, Las Vegas, Nv.

Ace Hardwsr.e - Jan. 13-14, lumber & building materials show, Orlando, Fl.

Cotter & Co. - Jan. 15-19, winter lumber market, Las Vegas Hilton, Las Vegas, Nv.

Roof Coatlngs Manufacturers Assoclatlon - Jan. 15-20, annual conference & expo, l,e Meridien at San Diego, Coronado, Ca.

Natlonal Housewares Manufacturers Assoclatlon - Jan. 1G19, intemational housewares show, McCormick Place, Chicago, Il.

Sacramento Hoo-Hoo Club - Jan. 17, initiation, The Tuesday Club, Sacramento, Ca.

Phoenlx Hoo-Hoo Club - Jan. 18, golf, Pavilion Lakes Golf Club. Scottsdale. Az.

North Cascade Hoo-Hoo Club - Jan. 19, beer & crab feed, Mt. Vernon Elks. Mt. Vernon, Wa.

Black Bart Hoo-Hoo Club - Jan. 19, Industry Night, Broiler Steak House, Ukiah, Ca.

SIRAPPTII T||B A BTIIEBWIY I0 ltAliltlt SGRAP?

Sw€ed ClroDpe$ set you free trom tbe trqssle aDd cut tbe cost ol scrcD disposcl!

a Dromolicqlty cut the mon-hours €qwedto d:spe oltlse wnted mgteriols.

a Oickly chop virtuqlly ony kind of srop-wire, sllop. bonds, Fols,

O Fedorm continuously shilt otter shilt. y{r alter y{r. with lN mointenqnce becqw they leture o minimum number oI moving pqrts, highest quolrty materiols qnd qn eflicienl operqtrng design thot hos been developed throwh @er 25 ymB ot disposdl engineilng qnd mqnulocturing.

Ask u b sfr3w lrar htr Sweed CtDppen ond Scrop CoreBion SysterrE con pqy tor therelvesby g'ivinglrcu more oper qting spoce. lncHsing ploduclivity qnd prodwg premium-priced rsyd- oble srop.

r-800-888-852

- Sureed Machinery, Inc. Tuming Umanogedb)e Scfip into Mdnqgedble Asets. PO. Box 228, Gold Hill. Oregon 97525

Humboldt Hoo-Hoo Club - Jan. 20, annual crab feed, Eureka Inn, Eureka, Ca.

Spokane Hoo-Hoo Club - Jan. 20, initiation & past presidents nigh! Spokane, Wa.

Inland Emplre Hoo-Hoo Club - Jan.21, initiatior/golf tournament, Indian Hills Golf Club, Riverside, Ca.

Shasta Cascade Hoo-Hoo Club - Jan.2l, initiation, Red Lion Inn, Redding, Ca.

Servlslar - Jan 23-26,lumber/rental convention, Mariott Rivercenter, San Antonio, Tx.

Natlonal Assoclatlon of Home Bullders - Jan. 25. annual convention & exposition, Las Vegas, Nv.

FEBRUARY

Callfornla Hardware Co. - Feb. 12-13, Sentry market, Pomona Fairgrounds, Pomona, Ca.

National Wood Wndow & Door Assoclation - Feb. 12-16, annual meeting, PCIA National Resort, Patn Beach, Fl.

Home Center Show's Bulldlng, Remodeling & Ilecor Products Expo - Feb. 13-15, Dallas Convention Center, Dallas, Tx.

Materlal Handling, Storage & Dellvery Show - Feb. 13-15, show within BRD Expo, Dallas Convention Center, Dallas, Tx.

BOISE CASCADE'S STATE-OF.TH E.ART

ENGINEERED

WOOD PRODUCTS

QUIET, CALL BACK FREE ENGINEERED LUMBER ELIMINATES SQUEAKS, WARP, WANE AND WASTE. NOW IN STOCK FOR IMMEDIATE PICKUP AND DELIVERY:

BCI JOIST I-BEAMS, 9-112" TO 20" DEEP, QUICKER, LIGHTER, STIFFER AND QUIETER THAN DIMENSION LUMBER. VERSA-I.AM AND VERSA.LAM PLUS IAMINATED VENEER LUMBER FOR ADDED STRENGTH, WORKABILIW AND uNtFoRMlry. 9-1/2" TO 20" DEEP, LENGTHS UP TO 66 FT.!

TIMBERS

FINEST QUALIW. LONG DIMENSION. ROUGH DIMENSION. UP TO 50 FT. LONG AND 24 IN. WIDE. COMPLETE TIMBER MILLING FACIL|TY. INCLUDING ryD SELECT HEM-FIR-IN STOCK, FROM S4S TO SAW SIZED. LAMINATED TIMBERS. SIMPSON HARDWARE IN STOCK.

Ganadian Duty Decision Due This Month

December 16 is the deadline for announcing the size of the duty to be applied to softwood lumber imports from Canada.

A binational panel established under the U.S.-Canada Free Trade Agreement will decide at that time if the ll.547o duty suggested in September by the U.S. Depar0nent of Commerce is satisfactory. This figure was offered after the panel asked Commerce to reconsider its decision for a 6.5Vo duty. The present 6.51Vo duty on Canadian softwood lumber will remain in effect until the December decision is announced.

The panel also is reviewing the International Trade Corrmission's October confimration of an earlier ruling that the U.S. industry is injured by softwood lumber from Canada. Asked by the panel to reconsider its original decision, ITC voted the same, four in favor and two against.

The Coalition for Fair Lumber Imports, an organization of several industry associations and some of the largest softwood processors in the U.S., favors the Commerce Department decision that Canadian lunber

receives public subsidies equivalent to ll.54Vo.

Wood Products Competitiveness Corporation, Bend, Or., a non-profit trade association for the secondary wood products industry, maintains secondary manufacturers will be adversely affected by any increase in duty. They have proposed that any processor increasing the invoice value of the wood above a certain level be exempt from import duties.

Orchard Buys So. Ca. BE's

Orchard Supply Hardware, San Jose, Ca., has acquired six former Builders Emporium units, with a deal for three more set io close in January. Six (Pasadena, South Pasadena, Burbank, Van Nuys, Hollywood and West Los Angeles, Ca) are in metropolitan Los Angeles, the bthers (Redding, Goleta [Santa Barbara] and Pismo Beach) in new single-store markets previously targeted by Orchard for entry. Seven of tle locations were among the eight highestvolume stores in the entire Builders Emporium chain.

Currently with 43 hardware stores in Northern and Central California, Orcbard plans to open 14 to 15 stores in 191X (including the nine BE unis).

Orchard purchased three of the stores (Hollywood, Van Nuys and Pismo Beach) and will lease the others. The deal for six of the stores closed in mid-November, with the acquisition of South Pasadena, Goleta and West L.A. in its final stages.

Orchard will remerchandise the stores and open them in mid-spring t994.

During the middle two weeks of November, a liquidating agent conducted equipment auctions at 76 former BE locations.

Fires Won't lgnite So. Ca. Market

Though devastating, the recent fires that raged through Southern Califomia are not expected to provide much relief to the ailing local lumber industry, at least in the short temr.

Rebuilding cannot begin for months, as homeowners await resolution of insurance claims, area cleanup and new building plans. And while 600 to 800 residences were desftoyed,

housing starts in California this year averaged about 7,000 each month.

An estimated 23 separate fires in late October through early November burned over 200,000 acres, destroying approxinrately 1,000 structues. The blazes, many arson-caused, were fanned by hot, dry 60-miles-per-hour Santa Ana winds and fueled by dense, combustible vegetation.

Some homeowners complirined that federal wildlife officials have restricted earlier efforts to remove brush. since the vegetation might be habitat for two endangered species, the Stephens' kangaroo rat and the gnatcatcher.

Gov. Pete Wilson called for state building codes to be revised to keep homes' perimeters free of combustible landscaping and to outlaw wood roofs.

The wood roof ban debate is nothing new - the very first issue of The Merchant Magazine n 1922 included a feature story on California government's move towards such a ban. Yet some fear the ban could be extended to cover wood siding.

Code changes that restrict woodframe construction are unlikely since "fires were so hot that no building material could survive such exposure," said Western Wood Products Association Southern California field representative Scott Turner.

Forest Service Chief Named

The appointment of Jack Ward Thomas, 59, as U.S. Forest Service chief displeased most timber executives and many environmentalists.

In 1990 the27-yeu Forest Service biologist chaired the scientific panel that determined Northern sponed owls were headed for extinction because of mismanaged federal forests in the Pacific Northwest. He also headed tte Clinton Administration team that devised the much maligned plan to manage Pacific Northwest forests. Both environmentalists and forest industry representatives claim this plan, which cuts harvests to about a third of those 10 years ago, will not work.

Thomas is unqualified and favors preservationists, according to timber industry spokesmen. They add the choice as a political appointment breaks the long-standing tradition of using the Civil Service process to appoint a career employee as the Forest Service chief. Unlike previous appointees, Thomas has no experience in administering and managing forests across the nation.

Town Rallies To Save Penniless Lumberyard

Alpine Lumber, Alpine, Ca., is alive and on its way to hedth today because the residents of the small San Diego County community refused to let owner Jim Hays call it quits.

As the business floundered when he couldn't collect thousands of dollars owed by bankrupt contractors, Hays announced a liquidation sale and laid off employees.

After this happened in Septeinber, Pat Caster, a long tine resident and custotrrer, rallied the town's 12,000 inhabitants to raise a quarter of a million dollars in two w@ks, selling shares at $1,000 each. With the money deposited in a special account, they planned to rescue Alpine Lumber by fonning a limited partnership, the Alpine Community Investment Group, and buying 20Vo of the business. Everyone thought the store's foubles were almost over - until the Securities & Exchange Commission nixed the idea

Even thougb the proposal had been approved by the Small Business Administration, this last minute complication of federal requirements and the cost and time required to meet them made the parhership's implementation

"relatively unlikely," Hays explained.

However, the investors persisted, with several lawyers delving into the problem. Then miraculously, after intercession by the California Board of Corporations and Duncan Hunter, a San Diego area congressman, the decision was reversed, just hours before Hays was due to close Alpine Lumber's doors for the last time on Nov. 5.

Elated and deeply moved by the work of the community, Hays was surrounded by vendors on the following Monday, ordering fall and holiday merchandise to replenish his almost empty stor€. Calls were out for the ll employees who had been laid off to return and all signs of the liquidation sale were erased. After not advertising for 18 months and receiving no new merchandise for 70 days, Hays with the help of his suppliers was preparing for a huge late November and eady December promotional event to celebrate therebirth of AlpineLumber.

Owned by Hays since 1986, the landnmrk store is the town's only fullservice lumber yard. With a nursery, tools, hardware, paint and plumbing fixtures, it serves a wide area. Hays, who was an executive with the fompr

Handyman chain, is a town legend for solving problems and responding to anyone who needs help, even on holidays.

All Alpine merchants feel a little more secure now that Hays is able to stay in business. Many of them were afraid that people going out of town for lumber and hardware would find it convenient to do all their shopping in another town.

How Depot Got lts Name

Ever wonder how Home Depot got its name? Marjorie Buckley, one of the company's original investors, is responsible, according to Maria Saporta, an Atlanta, Ga, Constitution colufrrnisL

She credits Home Depot president and chairman of the board Arthur Blank witl this explanation: "Actually she (Marjorie) came up with the narne Home Depot. We were struggling to find a name for the company. She and her husband were traveling by train when they stopped at a train station and saw'depot.' That's when she thought - Home Depot. It was a nice name and we were able to get it secured and get a pat€nt. She's made me a rich person."

Remodel, Rebound

(Continued from page I I )

materials sales will lead the consumer market. With a projected average annual growth of 6.37o over the next five years, this segment will total $99.3 billion n 1997.

The recovery of the professional remodeler market for home improvement products is expected to accelerate on the strength of lower intefest rates that will stimulate greater housing market activity and associated fix-up work. Arerage growth of l%o willput the value of the professional martet at $45.8 billion in 1997 sales.

Lower mortgage rates and a larger stock of existing homes will raise existing home sales to new heights. Home improvement and repair work, both before and after sales, will provide a m4jor impetus to the home improvement market through 1995.

6o/o Single Unit Gain

(Continued from page 14)

shown by the South Atlantig followed by South Central, the Northeast and the Midwest. Unfortunately, the West will still be hanpered by the disressed Southern California economy.

Slrong demographic support is present for the single family home market, so some of the deferred demand ftom the 1990-91 downturn and the incomplete recovery in 1992-93 should lead to modest growth in 1994. With inflation low, mortgage rat€s are expected to remain close to cunent levels at least through mid-1994.

Comutittg Youh

As the home owning population ages, single-family construction will shift from starter homes to the morb lucrative Eade-upmarket. Some of this demand will manifest iself in increased spending for residential improvem€nts. Although starS will be abnost the same in the year 2ffi2 as rn 1994, real residential construction wrllbe ll4o higher.

Hardware and building supply stores, which suffered more than the overall retail sector during the recession, will continue to advance at a brisk 8.9Vo pacf-. The gap between the home improvement products consumer maiket and total retail sales is expected to widen with total retail sales projected to increase at5.6Vo and home improvement producn at8.64o in 1994.

- _Steady increases in real disposable income, averaging 2.2Vo over the next five years, *ilI support sales growth oT con$mer ma*et home improvement products, driven by continued gains in housing market activity and price inflation.

Consumer confidence is a tougher call, but at least some of the uncertainty surrounding the Clinton budget package was removed with its passage. The mortgage revenue bond provision of the Clinton program should help b'ring money at below-market rates to moderate income homebuyers. While the credit crunch remains an impediment to developen, a recent survey by the Federal Reserve of 60 banks showed that some have eased standards for loans to small businesses - certainly a hopeful change.

Tbe 35 to 54-year-old group is likely ro have the greatest impact on home buyrng. Because the first half of the 190s will see this grcup grow by more than 10 millionIlersqls, the demographic fundamentals of the single fami- ly market will stay strong. Furthermore, the Census

. Home and Building Center Designs . Over 2000 SKU's in Warehouse Competitive Pricing . Full Service Trading Staff in Chicago & portland

Experienced & Professional Management Team . Flexible Home Improvement Direct Mail . Commodity Inventory Available from Disrict & Reload Centers and Mill Direct New & Innovative Retail Image Program . Winter Lumber Market Dedicated to Building lvlaterials Members . Extra Payment Terms on Group and Individual Purchase . Conespondence Course for Retail Employee Training Lumber& Buildng Molerials Dlvlslon

ft-3(E-!

For more information on how you can get connected to the power source, conactGary Smith ar 1-800621-8147.

December 1993

Bureau has raised its population estimates to take into account greater growth in immigration, boosting projections for housing demand in the years ahead.

A total of 175,000 units projected this year will be the first advance since 1986 for the depressed multifamily housing secttr. Given the new focus of the Clinton Administration, some support from 0ax credits for low income rental housing can be expected. A low 97o increase of 190,000 units can be expected in 1994.

Contract value of single family houses to be built in 1994 is projected to be $116,225 million, up 97o from 1993. Multifamily housing contract value will & $12,27 5 million, up lD%o from 1993. Total contract value for residential buildings will be $128,500 million, an increase of 9Vo froml993.

NAFTA Aids Lumber Exports

Both western and southern lumber producers are expecting good things from the North American Free Trade Agreement (NAFTA) approved last month by the U.S. House of Representatives and Senate.

Due to go into effect early next year with approval by the Mexican Senate urd Canada the trade pact is

anticipated to have a positive impact on development of Mexican lumber markets. Already the U.S.'s second largest export market for both softwood lumber and structural panels, Mexico bought 190 nillion board feet of softwood lumber and 163 million square feet of panels from across the border in the first half of this year. More than half of the 409 million board feet of lumber sold to Mexico in 1992 was ponderosa and other pines from the westem states.

Duties of ll-l5%o on U.S. framing lumber entering Mexico will end Jan. I with l0-207o duties on structural panels being phased out over the next 10 years. A 7.57o duty on panel products shipped from the U.S. to Canada will phase out over the next five years. Litt]e change is expected in lumber tnade between the U.S. and its northern neighbor.

NAFTA will not altet the 6.5Vo countervailing duty presently being collected on Canadian softwood lumber (see related story p. 22).

Although Mexico favors masonry for residential construction, industry representatives anticipate the need for low cost housing will increase lunber sales.

-Infheel Drtve Spyder

Ttre Portable All-Terrain Forklift

rNew Stability and safety systems

.Light-weight, better distribution (some models weighing only 3,500 lbs.)

.3,000-5,500 lb. lift capacity

rExtend-A-Fork reaches across truck

oNew counterweight system allows picking up longer, wider loads

rEngine and wheel motor options

.2-Wheel and 4-Wheel drive models available.

A focus on the basic products for building, remodeling and decor projects, and the dealers and distributors who sell them.

More emphasis on products for professional end-users in addition to those for do-it-yourselfers.

An aggressive effort to insure exciting assortments, new products and alternative sources of supply in power product categories

The World Of Wood Pavilion featuring association and showsponsored exhibits offering the latest in new developments, designs, applications and technologies for wood and wood-based products.

The Decor Trends & Concepts Pavilion featuring a special focus on new products, designs and store presentation concepts for home decor including lighting, wall coverings and more.

The Material Handling, Storage & Delivery "Show-Within-AShow" ... a first-ever opportunity to shop and compare equipment for the operations side of your business in one convenient location.

The Pavilion of the Americaso bringing together exhibitors from Mexico, Central America and South America. Plus, an exciting new Conference of the Americas educational program.

o chonce

for lumber deolers to

AI shop ond compore moterial equipment in one convenient locution

Material handling, storage and delivery equipment represent a BIG investment for lumber and building material dealers.

More than $90 million worth of forklifts, tractors and other material handling equipment, for example, are insured by Indiana Lumbermens Mutual Insurance Company.

Big capital investments like these require lots of pre-purchase research to find the right equipment at the right price, research that, up until now, hasn't been easy for most dealers to do.

Now, for the first time, lumber and building material dealers from throughout the United States will have the chance to shop and compare the latest in store and yard equipment, all at the same time and all under one roof.

THE MATERIAL HANDLING, STORAGE AND DELIVERY SHOW, February 13-15, 1,994 at the Dallas Convention Center, Dallas, Texas, is a new "Show-Within-A-Show" at the Home Center Shows' BUILDING, REMODELING & DECOR PRODUCTS EXPO. Itis a great opportunity to see the latest products for the operations side of your business while also seeing the newest offerings by leading vendors

r\uipment and buckittg expensef qry:r1${sre of the higheet we have. Ae we continiid:,'to senrice our cuetomers' needs, it will get big. gcr and bigger. I would definitely travel io Ddlat to eee a good equipmmt show,"

MikeWebb President

Coffax luilding Centet

r.. ...,,'ll1ltl:,,.

"lAlhen traveling acrosa the countr5r I see material handling equipment {rat I haven't seen in my area. There'g go much out Orere thafs differmt md no one ie really showing ue everything thet's available. A show like thia could bc tremodously important to ue."

l&ilfnt

edord LumbeiCo.

Oxlor4 Michigan

'tseing able to see and compare equipmmt on the spot would be a great benefit. I receive brochures all the time, but they don't compare to being able to eee the actual product I'm always interested in finding $ouftes for new and used equipmenl"

Herb Wlechman

Preeident & GM :

North Platte:Lurrber g Supply 96, North Platte, Nebraoka

of products for builders, remodelers and homeowners that you can offer your customers.

Product categories expected to be showcased at the 1.994 MATERIAL HANDLING, STORAGE €T DELIWRY SHOW include forklifts. industrial saws and tools, wood waste recyclers, strapping and banding equipment, industrial truck booms and cranes, stretch film equipment, floor trucks and carts, yard/ warehouse racking and shelving, hand trucks, computer software, data collections systems, yard storage systems and more.

Join us February 13-15,1994, at the Dallas Convention Center. To receive registration materials for THE MATERIAL HANDLING, STORAGE & DELMRY SHOW, and for the Home Center Show's BUILDING, REMODELING & DECOR PRODUCTS EXPO, call us toll-free.

To Attend: l-800-642-7 469

For information about exhibiting in this exciting new show, call TODAY!

To Exhibih L-800-545-5859

PERSONALS

Sanlord Slgoloff, former Wickes Cos. chief, was nominated by California Gov. Pete Wllson to be state school superintendent.

Ed Orona, formerly with HomeBase, has joined Home Depot's West Coast Div., Fullerton, Ca, as commodity building material buyer. Don Cuthbert is now lumber/building materials merchandise mgr.

Les Slmonson is tbe new gen. mgr. of Reid & Wright, Inc.'s Bend, Or., yard. Mellnda Taylor, accounting, and Bruce Kelth, sales, have rejoined Parr Lumber Co., Chino, Ca.

Gene Glesle has been named v.p.-Southwest region for Capital Lumber Co., Phoenix, Az., according to pres. John E. Gaskln. Dean Wlnters is now Az. div. mgr.; Mark Lofland, So. Ca. div. mgr., was additionally named v.p.business developmenL

Peter Gomez has joined United Pacific Forest Products, Petaluma, Ca., as traffic mgr.

Kevln Tlllman has been transferred as gen. mgr. to Foxwodh Galbraith tmber Co., Yuma, Az. Bob Dykstra is gen. mgr.. Alamogordo, N.M. Randy Welch has joined OrePac Millwork Products, Chino, Ca., in inside sales, reports sales mgr. Tlm O'Nell. Tom Maple has left the co.

Harvey Woodall is now handling sales for Duke City Lumber, Espanola, N.M. John Hart is set to retire at year end as v.p.-finance, treas. and a director for l.ouisiana-Pacific Corp., Por0and, Or. Wllllam L. Hebert. director-investor relations. will assume tbe duties of treas. and c.f.o., while James F. Elllson, controller, Northern div., replaces Hebert as controller-operations & chief accounting officer.

Cralg Larsen is now mgr. of Fontana Wholesale Lumber, Fontana, Ca.

John R. Furman, chairman, Furman Lumber, Inc., was inducted into the Cornell University Atbletic Hall of Fame. He rowed in tbe tbree varsity heavyweight crews in the late 1930s.

Mark Mltchell and Steve Grlmes are new to Stimson Trading Co., Portland, Or., assisting with sales of products from recently acquired Montana operations. Theresa Llndsay was promoted to sales asst.

Sue Long is now heading Duo-Fast's Pacific Sales & Service Div., Vancouver, Wa. Mark Johnson, Vancouver, is Pacific-North sales mgr., and Gary Anderson, Phoenix, Az., PacificSouth sales mgr.

Marlo Orsollnl is now in outside sales at PrirneSource, Fairfield, Ca., covering the San Francisco to Monterey/Salinas, Ca., area.

Chrls Pooser has joined the sales team at Mid-Pacific Trading Co., Rancho Cordova, Ca. Staffer Llta Turczynskl gave birth Nov. 4, 1993, to a 6 lb., 13 oz. girl, Alana.

J. D. Raney has joined Computer System Dynamics, Denver, Co., as mktg. coordinator. Gary Brown is now director of operations. Rlch Gutermuth, director of mktg., will also oversee all business functions of CSD's newly acquired hofrMaster div.

IMPORTED HARDWOOD LUMBER SPECIALISTS

Jeff Squlres and Doug Gendron have joined the sales force at Siskiyou Forest Products, Woodland, Ca., reports Rlck Houk.

Wllllam Galdamer, fomrerly of Builders Emporium, has joined Anawalt Lumber Co., W. Hollywood, Ca., in inside sales. Other former BE employees: Arturo Salazar, new to nursery sales at Anawalt's Hollywood store, and at W. tns Angeles, Anne Sweeny, inside sales; Solon Dlla, paint sales; Jose Dhemlng, lumber sales, and Ionle Harrls and Claudla LnWz, cashiers.

Tom Rogers, Weyerhaeuser Co., Tacom4 Wa., is the new Machine Shess Rated Lumber Producers Council pres.

Dan Larson is now plant mgr. of Spokane Moulding Corp., Spokane, Wa.

Dave Buf6, Mesa Forest Products, Costa Mesa, Ca.; Jerry Hlgman, Reliable Wholesale Lumber, Huntington Beach, Ca., and John Hagle, Hagle Lumber Co., Somis, Ca., finished third in Class 10 in the unual Baja 1(X)0 race.

Chrlstlne Grupp is now director of California Women in Timber's statewide forestry education pnc gram.

Rod Wolfe is the new operations mgr. at Ganahl Lumber, Corona, Ca.

James tr'. Kelley has been named senior v.p.-law and general counsel for Georgia-Pacific Corp, Atlanta, Ga. Roger C. Sherwood is now western region environmental mgr.

Wllllam R.'Blll'Baugh, Jr., was elected pres. & gen. mgr. of Snavely Forest Products Co., Denver, Co. Thomas M. Laplnski is now pres. of Snavely International, San Francisco, Ca.

Jerry Ensworth, RFP Lumber Co., Inc., Chico, Ca., spent late Nov. in Mexico, then Belize deep sea diving.

John Gottwald, Inland Wood Specialties; Debble Marle Marker and Ann McReynolds Romelke, Dellen Wood Products: John Falcano, Pro Cut Saw & Tool, and Steve Magulre, Valley Bestway Building Supply, have joined the Spokane, Wa., Hoo-Hoo Club.

Raynor Shlne is new to tbe mailroom at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and trteddy F\ngus.

(Contircd on page 54)

Lean Champion Consolidates

Champion International is closing its Tacoma, Wa., Forest Products Business headquarters, moving western regional sales to new offices in hryallup, Wa.

The pared-down Puyallup staff, selling southern yellow pine panels, will consist of regional sales manager Steve Williams, fteld sales reps Carol Braun and Leroy Corning, and secretary Jean Hanis.

Champion sold its Libby and Bonner, Mt., plywood/stud mills last month to Stimson LumberCo. Its sole remaining western manufacturing facility is a Klickitat, Wa., sawmill, where Ken Miller is now product sales nanagef.

Forest products sales/marketing will now be headquartered at Champion's Jacksonville, Fl., southeastgrn regional sales office. Walt Wehrmann will serve as general manager-forest products, Russ Swanson, marketing manager, and Jim Clark, Stamford, Ct., vice president-sales & marketing, replacing Jon Marshall, who has started his own import company, Pacific Coast Veneers, Inc., Federal Way, Wa

Jim DiStefano, Tacoma-based mar-

keting manager, is leaving Champion in January after 27 years of service to pursue other interests.

The Palatine, Il., Midwest regional sales office will also be closed.

Dixieline Buys Western Unit

Dixieline Lumber Co., San Diego, Ca., has purchased the Western Lumber Co. conmctor division in a cash deal, according to Bill Cowling, II, Dixieline president. No price was revealed.

Part of the ransaction involves 16 acres in National City, Ca., consisting of a 51,000 square foot building housing a high tech mill and 11,000 sq. ft. of offices. Dixieline's present mill will be closed and its russ plant moved from its South Bay yard onto eight of the newly acquired 12 acres, The additional four acres across the street will house their laminated wood division, which sells Trus Joist MacMillan products. The deal also includes six trucks and six forklifts. In an additional transaction, Dixieline is selling 32 acres straddling National City and Chula Vista to two developers. The property is bounded (Please turn to page 54)

LETITIERS

STAPLFSARE NOTNEW

I am writing in response to your November 1993 publication in which two articles, "Add Value to Your Lattice" and "New Products - Irttice in a Clinch," refer to a new clinch staple system being introduced and used by Universal Forest Products and Ryan Forest Products.

We at Brite Millwork have been using this stapling process on our lattice for nearly 10 years now, and gluing for the last two. All of our machines have been designed and built in-house. Our products are distributed throughout Canada as well as the Midwest and Eastem regions of the u.s.

I feel it necessary to stress that while this "clinch system" is indeed revolutionary, it certainly is not new.

Douglas tr'enwick

Brite Millwork Inc.

641 Hardwick Rd.

Bolton, Ontario, Canada L7E 5R2

ALPHABETSOT]P

I noticed a News Briefs item about the status of AWPA approval for Osmose's copper citrate preservative in October's Merchant. Thank you. We certainly appreciate the reco gnition,

The preservative was described as ACC. However, ACC is in the AWPA standards as acid copper cromate. Our preservative is CC, an anrmoniacal copper citrate.

The two systems are very different and we don't want your readers to be confused. Thanks again for the notice and all the work you do for tbe industry.

Suzanne Paclttl Osmose

Wood Preserving Division

P. O. Drawer O Gritrin. Ga.30224-0249

We welcomc letters to the editor. They slnuld be rnailed with address and phone number to Thc Merchail Magazine, 4500 Campus Drive, suite 480, Newport Beach, Ca. 92660. We reserve the right to edit for length an"d clarity - editor.

Building Materials Software For IBIW ComPuters

Designed for buildinA materials retailers and wholesalers' this complete-system include-s point of sale, order processing' biling. sophisticated pricing (markuir, markdown, contrbct. quantity- breaks,- etc.) accounts reciivable an-d credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger. Easy to use, completely integrateda sin$e transaction updates all relevant data. Call or write:

Mass Systems Co., Inc. 363 Mass. Ave., Icxington, MA O2L73-4O18 617 674-1055

Local Support Auailable

TIMBERS O CUT STOCK MOULDINGS O CUSTOM MILLING

NEW PRODUCTIS

seruices and sates aids

Glulam & LVL ln One

Redi-Lam II, a high performance 2,900F rated engineered timber combining the reliability of standard glulams with the strength of LVL, is new from Rosboro.

Manufactured with a combination of glulan and LVL technologies, the resulting stock beams and headers are as strong as strndard LVL (reportedly 20Vo su:onser than glulams) but easier to handle and install.

Unlike other laminated timbers, it is made up of two distinctly different types of wood laminates: a top comprised of laminated dimensional lumber (as is found in 2,400F glulams) and a bottom portion of LVL. Code approved and APA-EWS certified, beams come in many standard sizes and stocking lengths of 44 to 50 ft.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-7990 or FAX 7 7 4-852-023 L Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

Millwork Materials

CarolinaPine, a new generation of southern pine products designed specifically for the millwork market" has been introduced by New South Inc.

The products will be used as corestock and cutstock for windows and doors, fingerjointed mouldings, window frames and door jambs, lineal stock for mouldings and laminated components and pnels.

They are cvt to 414, 514, 614 or 8/4' thiclnesses and produced in random widths and lengths. They are kiln dried at computer-controled temperatur€s to a moisture content of 8-127o.

CarolinaPine is currenfly available as 514" shop lumber with finished products to be introduced early next year.

Steady Deck

The Bowrench decking tool from CEPCO helps straighten and hold boards in place, leaving the user's hands free o nail them.

The device consists of a handle, flat can and bracket which slips over

and self-locks on the floorjoist.

It works with decking, tongue and groove boards and tongue and groove plywood.

Waterproof Decking

Water-repellent decking with protection that's built in, not bnushed on, is now available ftom Sunbelt Forest Products Corp.

Tropical Decking resists deterioration without costly, time consuming annual maintenance. Paraffin-based UltraWood water repellent is injected deep into the wood during the treating process to provide lasting protection against checking, oacking and splitting. Milled from #1 dense lumber, it features 1/2" radius cuts on all four edges and is pressure treated to a .40 retention level.

Decking can be sawn, planed or drilled and still bead water on every surface. It is guaranteed to repel water, termites, rot and decay for 50 years.

December 1993

Wood Floor Finish

Woodtex waterborne urethane wood flooring finish has been introduced by Velco Inc.

The aqueous urethane/acrylic floor finish can cover new or previously finished wood floors.

The durable, anti-slip finish reportedly is easy to apply, has excellent flow and leveling, is easy to recoat" requires no sanding between coats and dries fast. Floors may be opened to light raffic within 24 hours.

Handy Moisture Meter

A new pocket-size, hand-held Moisture Meter from Wagner Electronic Products uses advanced electromagnetic wave technology to accurately measure wood moisture cont€nt fuom 67o ta 30Vo to a depth of 314"

Featuring an easy-to-read analog meter, the Wood Friendly L606 model allows checking out boards from top to bottom before buying

Metal Collector

The Attractor, a long-handled magnetic retrieval tool that makes cleaning up bits of metal fast and easy, is now available from P.S. Manufacturing.

Designed to find screws, pins, wrenches,nails, bolts, wire and other metal items, the tool features a permanent magnet weighing just 1.5 lbs. and a sturdy 41 in. tall wooden handle for 'hostoop lifting" of nearly 20 lbs.

them 0o avoid later splitting, warpage, delamination and failed glue joints. It eliminates the need for pins, which can damage wood and leave unsightly holes.

l-.Joist Compatible Glulam

The Bohemia UC (I-joist compatible) glulam beam has been introduced by Willamette Industries in depths that march shndard l-joist framing.

Used primarily in residential roof and floor framing systems, the cost effective new glulam beam can be framed flush with the I-joist.

Since it is manufacured witi high grade laminations on both the top and bottom face, the zero camber beam is well suited for multi-span applications, and builders needn't worry about installing it upside down.

Kiln dried southern yellow pine provides dimensional stability and higb srength.

Mobile Miter Saw Stand

A miter saw stand that is portable both while fully set up and after folding into a handy cart is new from Trojan Manufacturing.

With 10" pneumatic tires, it wheels easily around the job, up stairs and over obstacles. The MS-2000 sets up in less than a minute to provide 13 ft. of overall support for any miter saw, abrasive chop saw or compound slide saw. The simple stop handles multiple cus to 9 fr long.

Doors With More

The new Acclaim line of entry doors from Challenge Door offers tle benefits of steel, low maintenance of fiberglass and beauty of traditional wood paneled doors.

Entries feature a fitted, one-piece high density polystyrene insulating core designed to maintain a constant

energy value over time. An all-wood stile and rail frame provides dimensional stability and a complete thermal break by eliminating metal-tometal themnl transfer.

Surface panels are made fuom ?-4gauge steel, with a lo-mil coating of liquid vinyl baked onto exposed surfaces and embossed with a woodgrain pattem.

The line is available in flush, six panel and nine-panel designs, with a variety of insulated decorative glass inserts and matching sidelights. Doors are offered in standard entrance sizes and heights up to 8'. All include Santoprene door sweeps.

Marble By The Panel

Melanrine-coated hardboard panels that replicat€ scored marble tile have been added o Ply*Gem Manufacturing's tileboard line.

Offering increased durability and lower maintenance, melamine-coaled hardboard panels are designed to be used in any high moisture area, including the kitchen, bathroom or laundry room.

The 4'x8' sheets come in six designs that replicate 8"x8" scor€d marble tile. They are said o be easily installed and each covers 32 sq. fr

SellYour

A new computer program that allows relailers to use point-of-purchase signage equipment to produce customized signs, has been designed by Insignia System, Inc.

Used with the Impulse Sign Sys!em, Signs Here! includes everything needed to sell directly to @nsumers, other businesses and schools at a fraction of the cost of sign shops or quick printers.

Headed Garage Sale, For Rent, Lost Pet, etc., signs are printed on card stock in a variety of colors.

Triple Sealed Wndow

The new S-770T Triple Seal casement and awning window from Rehau features three seals - one on the sash and two on the frame - to provide resistance to air and wat€r penetration.

Fusion-welded corners and multichambered sashes prevent leaks, add strength and keep windows in square. Also included are a built-in channel to enable a neater finish with drywall or

a wood jamb liner, clean high-gloss surface, and concealed hinges and crank mechanism, with multi-point locking hardware optional.

A compatible picture frame design features an exterior black line which accurately simulates operating casement and awning units. Matching sidelites, glass size and grid pattern

make it ideal for instellations utilizing both picture and operating window styles.

Offered in bow and bay styles, it accommodates a broad range of glass types and thiclnesses, including single, double and triple panes, as well as Low-E, gas-filled or decorative glass. -

ln Color

Two new tools for color matchins and paint tinting have been introduced by Sherwin-Williams.

municate the color to an electronic paint fonnula book. Unlike bench-top spectrophotometers, the rugged, Iightweight device is portable, about the size of a telephone receiver.

Tint-A-Color offers greater accuracy, ease of use, increased productivity and a system which does not require calibration by the user or purging of colorant.

Elegance ln The Bath

Scarsdale Series 16 includes 1/4 turn ceramic disc valves and fullv coordinated lavatory, tub/shower sets, bidet and bath accessories.

The Sense-a-Color analvzer uses a rainbow of LEDs to deteci and com-

A high-end line of decorative faucets and accessories with solid brass construction is new from Sepco Industries.

Manufacturers of Quality Glulam

since 1977

Offered are a five year waftmty on the finish and25 years on the valves.

Under-Brick Blanket

Tlpar PatioPro block and brick undeday fabric is new from Reemay.

come brittle in cold weather, and resists acids, alkalis and microorganisms. It is porous enough to allow water, air and nutrients to Pass through, but dense enough to block peneEation by weeds.

A Better Grip On Gardening

Homeowner Plus tools featuring lightweight yet strong and durable fiberglass handles for a comfortable top grip and better control are now available from Ames.

The tools reportedly are easy to work with and resist chipping, crack-

Christrnas

ing, splintering and weathering.

The expanded line now includes square-point and round-point shovels, bow rake, spring bnace rake and garden hoe.

Made of a continuous filament, spun-bonded polypropylene, the fabric acts as a separator to provide support for patios, walkways and decks and as a barrier to weed growth between blocks or bricks.

Said to be extremely strong and durable, it won't rot, mildew or be-

Landscaping Crew

WeedGuard- a series of four new landscape fabrics that prevent weed growth without chemicals and aesthetically enhance outdoor areas of the home, is new from Apex Garden Products.

The durable spun-bond polypropylene product also improves drainage.

The dark brown General Use fabric blends with soil and mulch for use in gardens and around shrubs and trees.

Heavy Duty is ideal for permanent installation under decks, patios and walkways. The silver/gray Decorative blends well under crushed stone in walkways, rock gardens or around trees, and can also be used

{":,FRED C. HOLMESI.,:

to protect and insulate planS during winter months. Biodegradable prevents weed growth during growing season and can be tiled into the soil after harvest to biodegrade naturally.

Flecked In Check

A new "fleck" finish that offers the design and durability of oil-based multi-colors without odor and toxicitv is now available from Californi'a Products Corp.

Aquafleck Acrylic Latex MultiColor Finishing System is waterbased, providing easy water clean up, eliminating the need for special safety precautions and waste disposal procedures. The two-coat system diies in about an hour.

Hiqh Liqhts

f,quare-sh-aped track lighting that accommodates a 12volt.'50-watt, IrAn-tO haiiogen bulb is new from WAC Lighting Co.

-The:Venus model, which includes a transformer, is available with either in white or black with two-wire or three-wire tracks.

A Friend ln Knees

Safety knee pads featuring user-replaceable parts are new from KP Indusnies.

Unlike ordinary pads which are discarded and replaced when they become worn, the Ultra Flex Knee-Pro II pad offers easy user-replacement of parts that wear.

Other ieatures include a tougn copolymer plastic outer shell that protects the entire knee; hinged-, anatomical desisn for iomfortable, natural motion; selection of hard or soft-grip strips to suit various work applications; woven elastii sfaps to provide comfortable pad security, and new Speed Klips for easY attachmenl

THE BEST TOOL

DECK BUILDING INDUSTRY

VERSATILE: Drives screws 2" - 3"

ACCURATE: Allows precise countersink settings.

CONSISTENT:

Virtually jam free with Ouik advancing screws.

OUIK: up to 4 times faster than conventional methods.

FAST LOADING: 167 screws per coil - in just seconds.

APPLICATIONS:

Decks, Docks, Fences, Panel Assembly.

ADAPTABLE to most electric cr air powered heavy duty screwguns.

OTHER MODELS

AVAILABLE To drive screws from 5/s" to 2"

LARGE VARIETY OF SCREWS including QUIK DRIVE RUST BUSTERS, colored to blend with cedar and pressure treated lumber; also seltdrilling tips to avoid wood splitting.

Model OD 33O3 ?Y,3"

PRECISICN REDWOOD MANUFACTURING COMPONENT PARTS CUSTOM MIIIING

NOfOB lS TOO Btc!

TnnaTED FOnEST PnoDUCTS

Call Mike Jameson (714) 549-5840 Fax7l4-549-3M7;

7S0.C-USTQMERS atlended a Contrador Night at Terry Lumber, Bakersfield, Ca. Tppphgol Customers are welcohed by Divirl Marlis, Andra Gonzalez, Angie Espinoza and Vien Sil+het. Lower: Approximatelv +O suppliers had boolhs, including Al Hemandez (far dqht),'showino off the latesl power lool from Makita-at the Oct. 19 riventl Three oth6r Terrv yards recently staged similar events, attracting a lotalof 1,900 cudlomors.

) 2x6 Sel. Struct. Decking

) Tieated Lumber

2x4-2x12, 3x4-3x12, 4x4- 4xl2

) TFeated Plywood

318, 1t2,3t4, r",l-U&"

Fire Retardant Plywood .Fly

t TFeated Beams

6x6, 6xl2; custom sizes on request.

+ Higb qualiry CF&I Fasteners

) Clear VG DF handrail

Clear mixed grain DF siderail ' rteated Landscape

Spellman Observes 30th Year

Spellman Hardwoods, Phoenix, Az., entertained employees and guests at a combination 30th anniversary and "thank you" dinner party Oct. 13.

CEO Jim Spellman greeted those attending the party at Treulich's restaurant, thanking employees for their loyalty and effort. Guests Don Meyer, Baillie Lumber Co.; Peter Petersen and John Brosterhous, Colunbia Plywood, and Frank Rhoades, Roseburg Forest Products, were lauded for their efforts on bebalf of the company.

Annivosary gifts given to the company included two cherry plaques presented by Meyer and a clock from Petersen and Brosterhous. Chip Spellman, vice president; Jennifer Spellman Crant, sales, and Janet Spellman, University of Arizona, presented Jim Spellman with a White Bear Kachina, symbol of strength and leadership, on behalf of the employees.

President Paul Smith joined Spellman in giving gifts of bonuses and posters to all present. When asked why the party was not held on the date of the anniversary, February 1992, Spellman retorted that he "want€d to be sure he could pay for iL" He added that the economy has improved since the crash of 1988.

CELEBRATING Spellman Hardwoods' 30th anniversary: (1) Paul Smhh observes as Jim Spellman (beniir) recsives an award from Don Meyer, (2) Jim Spellman, Don Meyer. (3) Peter & Barbara Petersen. (4)Janet Spellman, Chip Spellman, Jennifer Spellman Granl. (5) John & Cheryl Brostefious. (6) Erin Coffey, Dean Smilh, Chip Spellman. (7) Betly SpelF man Smith. (8) Mitzi& Frank Bhoades.

"wf,H;$3":eilLn,ffi#

ident Jerry Higman, Reliable Lumber Co., told members at the Lumber Association of Southern California's armual Management Conference.

Battered by the depressed local economy, LASC has had a tough time, as have many similar groups. Officers and members are now moving ahead with a plan to festructure the association and position it to survive in the 1990s. The board of directon is meeting this month to work out

Story at a Glance

Assoclation struggles to survive in tough times...slow local economy expected for 1994 Jerry Higman elected president.

the final details of the new progftm. As if tough times weren't enough, members have suffered from a crime wave directed against their yards. Dozens of trucks and their cargoes have been stolen. Yard break-ins have been commonplace as skilled and brazen thieves have selectively robbed members of their most valuable inventory.

Various ideas to protect against yard thefts were discussed by a panel of members. Relating what worked and didn't work, they noted thieves cut fences and haul in their own fuel, batteries, tools and universal Hyster keys to aid in their thefts.

Orange County police officer Jim Hayes urged LASC members to make it tougher for thieves to steal by "hardening defenses." Suggested were block walls (chain link is easily cut), extra heavy padlocks, forklift steering locks, infrared beams, Teletrac tracking devices, guards, dogs, high intensity lights, razor wire and positioning of inventory. Hayes also warned about "watching out for people warching your yard." Report suspicious people to your local police, he said, and advise the police task force coordinating infonnation of anything that has occured.

Grim news about the local economy was brought by two economists. Dr. Nancy D. Sidhu, Bank of America, said California's rate of decline had slowed and that the state would bottom out in early 1994, with Southern California recovering "sometime later." While she sees a permanent upturn next year, she voiced the familiar refrain of "stay alive till '95."

Weyerhaeuser chief economist Lynn Michaelis sees lumber shortages without historic precedents due to environmental lockups of timber. California lumber production is down more than 507o. Demand nationally will be "a barn burner, with average prices up 20Vo-30Vo and extremely volatile." Product shortages may be "a nightmare for distributors," he warned.

Officers elected included pres. Higman, succeeding Bill Sullivan, Golding Sullivan Lumber Sales; lst v.p. Blaine Smith, Fremont Forest Products; 2nd v.p. Erik Jorgensborg, Fisher Lumber; treas. Mark Lofland, Capital Lumber Co., and sec. Ray Bumbaugh, Bumba Lumber. The meeting was held Nov. 3-6, at tbe Stouffer Esmeralda Resort. Indian Wells, Ca.

ry:ffi

LUMBERMAN of the year honors wenl lo LASC's longlime manager (1)Wayne Gardner; Frank Purcell prosenled award. (2) Colleen & Jerry Hiqman. (3) Bill Sullivan, Peler Ganahl. (l) l,larti Templb,'Phil & Lynne Bullerfield. (5) Vickv & Jack Eerulich. (6) Gordon Beach, Robert Maniotl, John Jenliins. (7) Dave Buf6, Gary Adamson. (8) George & Donna Swarlz. (9) Sandie & Mark Lofland, Jim Frodsham. (10)

Rav Bumbauqh, Bob Slettedahl. (11) Todd & Amy Pollard. it Z) Chartes McDonell, Bretl Van Maire. (13) Mike Peller, Rud Jones. Craig Evans, Jbhn Cencak. (14) Ray McCay, Kelly Lvons. (15) Kevin Lindsay. (16) Kirk Van Matre. (fz)Mike Learned, Jim laft, John Ganahl. (18) Cad Poynor, Slan Brown. (19) Henry Voorheds, Bruce Kelly, John Snead, Gene Pietila. (20) Nathan Dickens, Pat Hawlhorne.

(21) Scott Dolan, Peter Ganahl. (22) Dick McArthur, Andy Ersek. (23) Bill Cowling ll, Frank Purcell. (24) Ed Wyche, Phil Dodson, John Ken, Frank Bader. (25) Neil Werenga, Terry Wesseln. (26) Harold & Rena Bell, Mark Carlbon. (27) John Allen, Jack Butler, Clyde Jennings '(28) Will Higman, Tom Mullin, Bill Jones.

ilEEtlNG the president: (1) Frances John. wilh new NLBMDA pres. Rai Nunn. (2) Don & Sylvia Johnson, George Swartz. id) pam

Milchell, Charles Reely, Hud< DeVedzio. (4) Bruce Agness, David Douglas, Reoan Aoneis. (5) Walier Foxworth, Parker Be-'ebe, -Cindv Tooms. (6) Michael Tonkin, Bob Esposito. (7) Cassily & Claudette Jones. (8) Don Smilh, Sr., Donna Swartz. (9) David & Either Still, Leslie & Steve DeMajistris. (10) Nancy & Herb Works. (11) lfa & Mark Balfour. (i2) John Branscuni, David Kennedy. (13) Dick Walker, James "Beno" Walker, Gbd Joiqenson. Kent Brosh, (14)Dave Kreidler, Jacklflison: (15) Carl Tindell, Cal Brand. (16) Bob Harriion, Babara Douglas.

National dealer group meets in Texas

l|IflEHAVE not even begun to touch most of the cirW cus of technology that's out there". and we have paid the price for that," consultant Jack Nunn informed the National Lumber & Building Material Dealers Association at its 77th annual convention.

Dealers must improve profitability, service and use of technology, said Nunn, Construction Marketing Associates, Ellijay, Ga. He then illustrated how dealers could profit from periodic roundtable discussions with their peers, moderating a sample roundtable on wages, salary and benefits by a panel. Attendees then tried the techniques out for themselves.

Story at a Glance

National association meets to increase members' competitiveness compare costs of doing business, discuss roundta' bles... 1994: Maui, Hawaii.

The Oct. 28-30 meeting at the Hyatt Regency Riverwalk, San Antonio, Tx., was opened by John MacKay, The Profit Planning Group, Boulder, Co., who gave an overview of NLBMDA's Cost of Doing Business Survey, explaining how it showed what made the most successful companies successful.

Other speakers included Dr. Roger Blackwell, Ohio State University, on growing profits in a slow growth markeq Jim Twining, Enterprise Computer Systems, pricing; Allynn Howe, NLBMDA, legislative strategies; Bob Petow and Shelly Hershberger, Western Wood Products Association, environmentally positive benefits of wood, and political commentator Charles Cook.

The inaugural President's Pathfinder Awards for contributions to the indusry and the association were presented to Walter Foxwort}, Foxwortl-Galbraith Lumber Co., Dallas, Tx., and Joe Arndt" Andersen Windows, Bayport, Mn., whose retirement after 37 years with Andersen was announced.

Ray Nunn, Simms-Moore Lumber & Hardware Co.' frisco, Tx., was installed as president, succeeding Gerald Olrich, Oxford Lumber Co., Oxford, Mi., now chairman of the board. President-elect is B. Harold Smick, Jr., I.S. Smick Lumber, Quinton, N.J.; lst v.p. Roger Scherer, Scherer Bros. Lumber Co., Brooklyn Park, Mn.; 2nd v.p. Joe Orem, Bellingham Sash & Door, Bellingham, Wa.; treas. Jim Wiswell, Barry County Lumber, Hastings, Mi., and exec. v.p./sec. Gary Donnelly.

David Still, Weyerhaeuser Co., Federal Way, Wa., is replacing Dan Russo, Georgia-Pacific, Atlanta, Ga., as head of the Manufacturers & Service Industry Council.

NLBMDA's 78th annual is set for Sept2l-?t4,1994, at the Hya6 RegencY, Maui, Hi.

Sidinq Nails-

o No Staining

o No Streaking

Highesl qualily nails lor c€dar. redwood and other fine wood materials.

o Slender shank and blunt diamond point . Diamond pattern head blends with wood texture r Small head diameter permits face nailing and blind nailing e Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade 304 nickel/chromium alloy.

SWANEZE

lilood Screws KIM

Self-counter sinking bugle and trim heads o Square drive recess eliminates driver bit cam-out . Sharp point for quick penetration with minimal pressure r Self-tapping coarse threads . Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance .6 lengths: l" through 3"

For additional data and dealer information:

SISKIYOU FOREST PRODUCTS

P.O. Box 2000 o Woodtond, CA.95695

We're proud to be members of the Western Wood Producfs Associoflon

30TH SHASTA Lumberman's Invitational Golf Tournamenl chairman /1) Don Cherovskv (right) presents an award io'Dutch Wiseman in appreciation of his years of service on the tournamenl commiltee includinq beinq chairman. (2) Paul Jorgensen, Glen Thomaion, Randv James. (3) Paul Pike, Ron Brown, Don

Lincoln. (4) Larry Lewis, Glen Dutton. (5) Mike Dobson, Frank DeMorr. (6) Davd Maxwell, Dave Schaller. (7)Joe Bambino. (S) Joe Lausman, Jack Jenkins, Mark Setzer. (91 Gary Bray, Pat Reagan, Don Reaoan. (i0i Jim ltangler, Ed Sturza. (11) Mikd Webdrer, Don Porter, Chrb Schaller.' 1tZ1 BoU Prouty.

(13) Tom Vonmoos, Don Frank, Approximately $2,000 in door prizes was divided among lhe 184 golfers along wilh tee gifts and golt tlrghl awards at the annual Sept. 10 tournamenl al Riverview Golf and Countrv Club. Redding, Ca.

NOBTH AilERICAN Wholesale Lumber Association Southem California regional meeling: (1) Scon Cardwell, Nick Kent, Frcd Moher. (2) Bill Tufts, Dennis Richardson, (3) Ronny Fucis, Clyde Jennings, Ted Gilben. (4) John Gaskin, John Allen, (5) Dan Naughton, Jeff Tornai, Chris Grover. (6) Bob Hayes, Mark Lofland. (7) Wll Riegel, &b Brady, (8) Dave

WKaney, Bill Scott, Ted Adams. (9) Eric Canton, Pete'Livermore, Rod Kautz. (10) Ralph Cardwell, Brad Fee. (11) iim Frodsham. (12) Jerry Hahn, Pete Nevins, Doug Wllis. (13) Jefi Lynn, Gordon Beach. (14)John Newqu'st, Andrirw Ersek. (15) Ken Bernslein, Tim Brennan. (16) Lod Armslrong, Jim Moss, Bob DiMeco, Don Gregson. A meeting of lhe

NAWLA/California REdwood Association

Advborv Council preceded lhe Ocl, 19 meeting at lhe Doubleiree Inn, Orange, Ca. CPA Harvey Goldstein provirled tips on how lo "Up Your Cash Flow" after dinner and NAWLA president Bill Tufls and executive vice president Nic* Kent gave an association update.

CLASSIFNED ADVERTNSEMENTS

PAN PACIHC Forest Products is looking for professional forest products taders in the following locations: Lake Oswego, Eugene, Bend, Or., and Modesto, Ca. Full benefits. Excellent opportunity with a well established company. If you want to have fun while you work and earn a higher income, lhen call Ron Hanson at (503) 389-6100.

CONTROLLER: Established lumber related comlrany in Central California. Required: BS Accounting, five plus years accounting management experience. Lumber industry experience preferred. Competitive compensation and affordable living. FAX 805-831-1839; Phone (805) E3l-0149.

LUMBER SPECIALTY TRADER. 15 year old wholesale lumber company is interested in a specialty lumber trader with proven track record. We offer excellent commission & benefits in a growing company. Send resume to P.O. Box 190, Wilsonville, Or. 97070. All responses held in strictest confidence.

Twenty'five (25) words for $2 | Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. col. inch rate: s45 camera ready, $55 ifwe set rhe type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of rhe Merchent Mrgrzlne, 4500 Cempus Dr., Suite rlt0, Newport Berch, Cr. 92f60. Make checks payable to The Merchrnt Mqrzine. Mail copy to above address or call (714) 852- | 990. Deadhne for copy is the 22nd of the monrh. PAYMENT MUST ACCOMPANY COpy unless you have established credit with us.

NORTIIERN CALIFORNIA moulding mill seeks moulder set-up, millwright and grinderman. Diehl and Weinig moulder experience prefened. Send resumes to: P.O. Box 370, Rocklin. Ca- 95677.

NORTIIWEST @mpany looking for Particleboard & MDF salesperson. High commission rate atrd er.cellent benefits package. This is a great opportunity with a growing company. Please send resume to Box 640. c/o The Merchant Magazine.

LUMBER SALES: California wholesale lumber company is seeking experienced salesperson to cover Bay fuea. Great opportunity fc a person who wantJ to wak hard and be rewarded for the effort. Send resume to Box 641. c/o The Merchant M aga?.rae.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland llmber Yards Inc., 901 N.E. Glisan, Portland, G.97232, Attention John Matsdriner, Real Esate Manger. (503) 232-7 l8l. All inquiries kept confidential.

TIMBERS

From cutting a wedge to pre-fab'd crane pads or min€ shafts. Angle cut, cross cut, drilling, dapping-We'll do them all to customef specification.

FOR SALE: Hyster Forklift HC 160, 16,000 lb. capacity, side shift, Perkins diesel. Good condition. $9.000. l,umber Truck. Fad 1969 F600 Rehrilt 6 cylinder gas. Single axle,2 ton, 4 speed, split shift, 16 ft. flat bed dump. $3,000. WANTH): Llmber Truck, Late Model diesel, 16 ft. q longer bed, 2 ton or larger, low miles, good condition. Fred Holmes, (9 16) 7 43-3269.

CALIFORNIA LOS AIIGELES AREA

GREATER SAN FRANCISCO BAY AREA

lumbr SCc., hc.,...............-...................... Hdt Umb.. Co..................................(O0) 347-HUFF

ORAI{GE, RIVERSIDE & SAI{ BERI{ARDII{O COUNTIES

Al ood Fo.€d AllCo. ( Anfrrs

Blr0, Inc......................--..........,-......(ilo 13S20

Bdrmar Luibr Co. ...........,.,,.........-.....:..................

Cd Sblo Fact Prod|cb.............................................

E e B Wood Roducb Cr|p. Esgla Lunbd e 11ddn9............-....................... FBdn lnbc Co.. Ed...........................................

trood!..,..,,-.,.......,,..(800) 122-t|8m

Dltbston Cet|t ,,,,,,..,,:................. Ito33Z A7-48tF

Trrd.d Faad Produds

Udvcsd Fact Prodrcb,..................(&O 1€&6681

lvd.. Plymod A Untd.-.-............{80q $2.730 Wsyt|nns 6ndtdn).....................:.....:.................

lv.y.thaas (Fonba)........,...........{@ 617.262

si*iyqr Fcct Ro<Irds....................{eo es.@l0

Sto*bn li/h0|esds...................................,:.................

Udm Pldi.r0 ifi 11........

UdV Faorl ftoducb..........................(@ 21&100

Udwld Fa6l Pro&cb....................(eoi €&S26

Wddro Fcr6t Prodcb.,..........................;.................,

s xT RoS ARE

Andd Fa€t Pro&cb. Coltd LmbsCo.,.....

lihilin Ftr€d Boducb........................Jml 67$250t lildga q6k FqedProdtcb.-.-.... (mOi {6+teOt

unfftrutult

Ail Fa6slftoduds.....

Al Hert Ltmbs Co., Inc............,,,,..,........ cc a-ai-u.trdCa['ffi ii ffi ::::::.:::::::.::::::::::.::.

taidap-Paci1c........, tyly & SoG, hc...........

PdmI|€ C€lmq Inc...........,.....{80O 18&8420

ftefred Dcdrhg.........,.......,,.,.............,...,:.,,,....,,,,....., Bcdrood Cod Lmbr Co. ..........-......-...------..-----------.

OENVER

BUY]DRS'GUNDE

ROCKY MOUNTAIN STATES

COLORADO

Al Cod For€d Rodrb...................{80q 332€ft

SATT LAKE CITY

Fd6t Prodtd Sa|cs..........................(Sq 66e2{6 06ddlPdlc Cap.

GdCtPdlccap. (o9&.r)

lilac8.dr Htdrrcod... -il35 .st5l

MONTANA

BILLINGS GsCaP*ilc0cp.... ..........(16) 21$316

Siinosr limbc Co......

S*olom lmbe Co....

lvrydharFl Co. ($de) ................(S0 56246

wrfulraan co. (Ircna)..............{s0 562-060

Gmhi Forccl Roducts

Gcqda-Pedlc CdP. Gudswod ftoducb..

Producb.

TILTOI+FREEWATER

L,B, Trud(sand Eehmdrt......................................,.....|ffilm'{212

P@c & Tdbot...........,..............-,

Pdtand P8dfic Fd6t Rodrcb

SCR Inc...................'...."....'...........

wffihNCo.,...... ' (Oitid.or.) (8(O

ROSEEURG

Hrbdt Lmbd co. (Fldd.) ....'. .......................(!ql qry??lq

K€llq Lmbd Co.....:............................................"........(56) 6726528

R6.brg Fd.cRoducb .......(5d|)67e$it

t(^HULUt. tAUl

Pr..tlne Co........,.......'.......,......."....,....(ru)871{888

@BITUARIBS

_ 4nor H. Iligman, 83, president of Reliable Lumber Co., Rosemea4 Ca., died ofheart failure Nov. 2, 1993, in Rosemead.

Ann's husband, Jerome, started Reliable Lumber in 1929 in Rosemead and built her a home on a back portion of the yard where she resided until her death.

Following Jerome's dearh in 1946, Ann entered the business with no prior experience but, joined by her sons, Jerry and Dan, in the late 1950s and early 1960s, built the comDany from one yard to today's five fr:cations and two sales offices.

Sylvia M. Jacobson, 53, advertising and promotion nunager for Simpson Timber Co., Arcata, Ca., didd after an eight-month battle with cancer Nov. 3, 1993, in Blue lake, Ca

Born in Renton, Wa-, she worked at Simpson for 22 yearc. She was twicepresigent of the local chapter of American Business Women's Association, 1988 ABWA Woman of the Year, member of Women In Timber and lifetime member of the California Scholanhip Federation.

Personals

(Continued trom page 3 I )

Dennis Richardson, Oregon-Canadian Forest Products, Orange, Ca., and his wife, Susan, vacationed in Puerto Vallarta, Mexico, with a Jeep sidetrip to Manzanillo.

Rolly Sklfton, All-American Home Center, Downey, Ca,, and his wife, Julte are the proud parents of 8 lb., 5 oz. Madellne Rce, bom Oct.9. 193.

Roy Camoll, pres., Carroll Moulding Co., Huntington Beach, Ca., is recovering at home after surgery in late October, reports John Carroll.

Jeff Loftus, Sacramento Pacific Corp., returns to Sacramento, Ca., after Christmas following a month in Kaui, Hi.

Dixieline Buys Western Unit

( Continued from page 3 2 ) by Highway 54, Highland and National Avenues. Fifteen of the 32 acres are being combined with 12 adjacent acres under separate ownership to be developed for Wal-Mart and other high profile tenants. The present Dixieline store on the remaining land will be razed and a new store built late next year on the same site. Dixieline's disfibution center now covers 34 acres of Tidelands property, which is owned by the Port of San Diego.

Ed Fountaln, Jr., and his wife, Barbara" Ed Fountain Lumber Co., recently visited Seattle, Wa., attending the USC/ Washington State footbal game with Doug Cashln, Tyee Lumber; Kelth Abbot, Weldwood; Roy Zenko, L,onetree Specialties, and Mlke Herrema, North Pacific Lumber.

Anfinsm Lumber Sales ....-..........,........-.....A

Bean Lumber Co, Curt.......--........Cover IV

Birmingham Internetional Fonest Products....-- .......-.--J7

Bohennon Lurnber Co...-........................-...39

Bowman Lumber Sdes....-...........................37

Bracut International .................................-..50

Building, Remodeling & Decor Pmducts Dxpo................. ...-......-28

Cal Qoast Wholesale Lumber, I4c-...*-...44

C&8, Lurnber Co.--.-..-.---..i-.....-.-.....S0

Capitel Lumber Co. -.-....-.--.-................-53

Chemonite Council...........................--..-...-17

Chozen f 1u6l(ing-..---..-.............-.-.........-,*!

Colville Indian Fecision Pine Co.*....--..3d

Crown Planing Mill.-........,........-.................39

Dirnensions, I'llc. ...--.-.................................25

Everyreen Lumber & Moldins......-...-..-..54

Fontane Wholesgle Lurnber, hc. -...-....-.-3S

Fremont Forcst Products .......---..Cover III

Gemini Systems Software, Inc..............-.-..13

Golding Sullivan Lumber Sales..,,..-...........n

Hardwoods Unlirnited.-..,.............................30

Holmes Lurnber Co., Fred C.-.............--...4O

Hoover Treated Wood Produc,ts.......-..........5

Huff Lumber Co.............-....--.............---21

Industrial Forest Products.*.......................41

Inland Timber Co --.--.-..-...............-.-...5

Interrretionaf Forest Pmducts......................t2

Kelleher Corp. .............Cover I

Keller Lumber Co.......-...-.........................-43

LJB Lumber Sa1es..........-....... -.........-..-.--42

MrBeath Hardwood Co.-.-.-..-----....*..A

Mallco Lumber & Buildiry Materials ----31

M&M Builders Supply.....-...-...........-........40

Mss Systems Co,ini ............................-...33

Mate-rigl Handling, Storage & Delivery show....-.....--. ._............2)

Mesa Forest Producls ...-.-....-.-...,....-.-...-49

Mid-Paciffc Tradirs Co.. Inc. --..-..............47

Mokelurnne River Forcsi hoducts .......,.,...20

Navajo Forest Products Industries............-32

Oregon.Canadisn For6t hoducts -.......-..44

Oregon Strand Board Co.-.-.-.-....-.Cover II

Pacifi c Forcst Produc{s.-......,...-.............-...32

Psn Pecific Forcst Producls -....--....-.-...-23

Parr Lumb€r Co.-....a.-.--..........-.......-.. l9

Phoenix Enterprises...-.....,.......-....-.-..........16

Prccision Red*ood Manufacturing .,,..,,,,,. -42

Product Sales Co......-....................:.-.-.-.......4

QB Corp........-......-.-

Quik Drive USA Inc...

Redwood Coast Lumb Lumber Co.-.........-..--..3t

RFP Lurnber Co. Inc. -.-...................--......39

Rossm'nn, MacDonald & Benetti CPA......37

Ryan Forest Products.......................Cover III

Siskiyou Fore$ Products.................-...-.-...,1E

Sorth Bay Forest Producls.--.-..,.-.-...-..3

Spyder, lnc. --..-..-.-.--...........-.-.---t

Stockton Wholesale.-.-....--........................,10

Suprcne Decking .....36

Sw:an Secure..-...:..................-..................--47